Key skills
Sales Development LeadershipB2B SaaS ExperienceOutbound Revenue StrategyAI-driven WorkflowsPipeline EconomicsData AnalyticsCoaching SkillsPerformance ManagementAIAnalyticsSaaSLeadershipRisk ManagementCollaborationSales
About this role
UpGuard is a leading technology employer focused on cyber risk management, seeking a Global Director of Sales Development to build and scale an outbound revenue engine. This role involves driving revenue growth through strategic leadership, team development, and cross-functional collaboration to optimize sales processes and performance.
Responsibilities:
- 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
Requirements:
- 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
- Experience leading SDR organizations of 30+ reps across multiple geographies