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Manager, Business Development
UpGuardJob Location
Job Summary
UpGuard is seeking an Inbound Business Development Manager to lead the strategy, execution, and performance of a team responsible for qualifying, nurturing, and converting inbound leads into high-value sales opportunities within the EMEA region. The ideal candidate will have 1+ years of experience managing an SDR/BDR team in the SaaS space, be familiar with PLG and sales-led motions, and use data and analytics to drive decision-making. The role involves recruiting, onboarding, training, and mentoring a high-performing team, developing scalable inbound lead qualification frameworks, and partnering closely with Marketing to align on campaign objectives. UpGuard offers a fully remote working environment, generous benefits, and opportunities for career development.
Who are we?
UpGuard’s mission is to protect the world’s data. We obsessively seek out elegant, robust ways to enable our customers to find, acknowledge, and remediate cyber risk. With UpGuard, organizations leverage our security expertise and software to automate what was once laborious, spreadsheet-driven processes–whether it's monitoring the attack surface of hundreds of vendors or assessing the security of their own infrastructure. UpGuard is used by some of the world’s largest, fastest-growing, and most innovative companies.
The Marketing team at UpGuard includes multiple marketing and design functions, including Product Marketing, Demand Gen, Marketing Ops, Content Marketing, SEO, Community, Design, and Video. UpGuard’s vision is to become a leader in the markets we play in (Cyber VRM, Attack Surface Management) by providing a best-in-class SaaS platform for organizations to manage their third-party risk and external attack surface. Our purpose as a Marketing team is to facilitate this goal by growing UpGuard with a repeatable and scalable marketing engine and a leading brand.
Where does this role fit in?
The inbound Business Development Manager will own the strategy, execution, and performance of a team responsible for qualifying, nurturing, and converting inbound leads into high-value sales opportunities within the EMEA region. This role involves collaborating closely with the Marketing and Sales leadership teams to ensure an integrated approach to pipeline generation. The ideal candidate is a data-driven, motivational leader who excels at coaching, process optimization, and strategic planning, all while maintaining a relentless focus on delivering exceptional pipeline growth.
What will you do?
Recruit, onboard, train, and mentor a high-performing EMEA BDR team, fostering a culture of excellence, accountability, and continuous improvement
Set clear performance goals, provide regular feedback, and conduct performance reviews to ensure BDRs consistently meet or exceed activity and pipeline targets
Develop and implement scalable inbound lead qualification frameworks, playbooks, and best practices to improve efficiency and conversion rates
Partner closely with Marketing to align on campaign objectives, lead quality metrics, and messaging consistency
Continuously evaluate and optimize BDR workflows, leveraging CRM data, sales engagement tools, and analytics platforms to drive productivity and pipeline health
Identify and remove operational bottlenecks, introducing automation and technology whenever possible to streamline processes
Monitor and analyze key performance indicators (KPIs) such as conversion rates, speed-to-lead response times, and pipeline contribution
Use data insights to forecast pipeline potential, identify trends, and make informed recommendations for strategy adjustments and resource allocation
What will you bring?
1+ years of experience managing an SDR/BDR team in the SaaS space
Familiar with both PLG and sales-led motions
Experience with a typical tech stack i.e. Outreach, Hubspot, Lusha, Sales Nav, Gong, ZoomInfo, etc. Experience with GTM AI tools would be a plus
You use data and analytics to drive your decision-making process, identify areas for improvement, and track progress
You are obsessed with making customers happy and have an acute understanding of the pain points involved in first contact with a prospect
Strong analytical and problem-solving abilities, with the aptitude to interpret complex data sets, including product usage data, and drive actionable insights
Have a reputation with cross-functional teams as being collaborative, innovative, accountable, and reliable
Passionate about technology
Must live in the United Kingdom or Amsterdam
What will give you an edge?
Experience or a keen interest in cybersecurity
Highly fluent in designing and implementing inbound sales development playbooks, cadences, and best practices
Have successfully scaled an SDR/BDR team in a SaaS company
You’ve developed an inbound business development process completely within the Hubspot platform
Experience generating leads in the EMEA market
What's in it for you?
Monthly Lifestyle subsidy: use this for financial, physical, and mental wellbeing
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
$1,500 USD annual Learning & Development allowance: to support your career development all team members will be able to expense development opportunities against this allowance
Generous Annual Leave/PTO allowances: 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 roles
Personal device security & online privacy protection subsidy: UpGuard provides team members with a paid subscription to personal device security & online privacy protection platform
Generative AI subsidy: UpGuard provides paid subscriptions for all team members to access generative AI tools to support their work
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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!
As an Equal Employment Opportunity and Affirmative Action Employer, qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status.
For applications to positions in the United States, please note, at this time we can only support hiring in the following US states: CA, MD, MA, IL, OR, WA, CO, TX, FL, PA, LA, MO, or DC.
Before starting work with us, you will need to undertake a national police history check and reference checks. Also please note that at this time, we cannot support candidates requiring visa sponsorship or relocation.