Leverage AI to dynamically adapt playbooks based on real-time intent, ensuring the team isn't just following a static, manual script to drive measurable productivity improvements.
Lead, mentor, and develop a world-class global Sales Development team with clear performance expectations and career pathways.
Define and own the global inbound and outbound Sales Development strategy aligned with quarterly and annual revenue goals to help increase pipeline amounts, win rates, and reduce CaC.
Drive SDR-sourced pipeline targets with accountability for quality, conversion, and ARR impact, not just activity volume.
Champion modern outbound tooling, including sequencing platforms, AI-driven personalization, intent data, and automation
Use data and analytics to refine targeting, messaging, and performance management
Continuously evaluate emerging technologies to increase scale without proportional cost growth
Partner with Marketing, Field Sales, Enablement, and RevOps to streamline lead motion, optimize routing, and increase conversion efficiency.
Own forecasting, capacity planning, performance modeling, and analytics to inform decisions and fuel continuous improvement.
Develop SDR managers as operational leaders who understand both sales economics and how to leverage new tools and trends, and people-first coaching.

7+ years of experience in Sales Development or Revenue leadership within B2B SaaS environments
3+ years leading global SDR teams
Demonstrated success scaling outbound programs that generate significant revenue impact
Strong operational leader with a deep understanding of pipeline economics, CAC, and conversion metrics
Highly tech-forward, with hands-on experience implementing modern sales technologies and AI-driven workflows
Data-driven, with the ability to build dashboards, forecasts, and performance models to guide decision-making
Experience leading multi-region teams across North America and EMEA

Monthly Lifestyle subsidy: Use this for financial, physical, and mental well-being
WFH set-up allowance: To ensure you have the right environment to work in, we will help you get set up within your first 3 months at UpGuard
$1500 USD annual Learning & Development allowance: To support your career development, all team members will be able to expense development opportunities against this allowance
Annual leave: PTO plus two additional UpGuardian leave days to give you time to recharge your batteries.
18 weeks paid Parental Leave: Irrespective of parenting role
Personal Leave Allowance: This includes sick & carer’s leave
Fully remote working environment: While we have physical offices in Sydney & Hobart, we do not mandate compulsory attendance
Top-spec hardware: All team members will be provided with top-spec laptops for their role
Generative AI subsidy: UpGuard provides paid subscriptions for all team members to access generative AI tools to support their work
Health Insurance: Health, dental, and vision insurance

Global Director – Sales Development

Key skills