upguard - Global Director of Sales Development

• The Global Director of Sales Development will build, enable, and scale a world-class outbound revenue engine. This leader owns the global SDR strategy, performance, technology, and measurable pipeline contribution across all regions. • This is a revenue ownership role, not an activity-management position. The primary mandate is to drive outbound-sourced revenue, with clear accountability to pipeline generation, conversion performance, and closed-won impact. • Reporting to the SVP of Global Sales, this role partners closely with Marketing, RevOps, Enablement, and Regional Sales Leaders to ensure outbound is predictable, data-driven, and continuously optimized for scale. • ## What will you do? • Process & Playbooks: 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. • Build & Lead: Lead, mentor, and develop a world-class global Sales Development team with clear performance expectations and career pathways. • Strategy & Execution: 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. • Pipeline Ownership: Drive SDR-sourced pipeline targets with accountability for quality, conversion, and ARR impact, not just activity volume. • Be Technology Forward: • 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 • Cross-Functional Alignment: Partner with Marketing, Field Sales, Enablement, and RevOps to streamline lead motion, optimize routing, and increase conversion efficiency. • Data & Forecasting: Own forecasting, capacity planning, performance modeling, and analytics to inform decisions and fuel continuous improvement. • Coaching & Development: Develop SDR managers as operational leaders who understand both sales economics and how to leverage new tools and trends, and people-first coaching. • 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 • UpGuard is a Certified Great Place to Work® in the US, Australia, UK and India, establishing its position as a leading global technology employer. 99% of team members agree that UpGuard is a great place to work, apply now to find out why!