Why are we hiring for this role?
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.
What will you bring?
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
What will give you an edge?
Experience leading SDR organizations of 30+ reps across multiple geographies
What's in it for you?
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
