Manager, Business 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

#LI-LW1

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.