UpGuard
Cyber Risk Posture Management
AI-NativeSalesDevelopmentRepresentative
Neural analysis suggests this role is
optimal for Entry candidates.
“AI-Native Sales Development Representative at UpGuard. Skills: AI-Native Sales Development, Sales Opportunity Generation, Pipeline Engineering, AI Workflow Design. Generate High-Quality Sales Opportunities. Navigate complex organisations and run high-level sales conversations to generate Sales Accepted Opportunities (SAOs)”
What You'll Achieve.
Generate Sales Accepted Opportunities (SAOs); Exceeded your quota for at least the last two quarters
Industry & Context.
Possess a "hacker" mentality: when you see a manual process, your first instinct is to find a way to automate or optimise it
National police history check, Reference checks, Cannot support candidates requiring visa sponsorship or relocation
What They're Looking For.
Must Have
Proven track record of outbound success, Exceeded quota for at least the last two quarters, Obsess over the craft of sales, including copywriting, psychology, and strategy, Possess a "hacker" mentality: when you see a manual process, your first instinct is to find a way to automate or optimise it, Live in tools like Claude Code, Cursor, n8n, and Clay
Nice to Have
Hands-on experience and have succeeded in an AI-native Sales Development team, Experience in the Cybersecurity industry, Familiar with our buyers and their most pressing business problems
What You'll Do.
Generate High-Quality Sales Opportunities
Navigate complex organisations and run high-level sales conversations to generate Sales Accepted Opportunities (SAOs)
Build hyper-personalized prospecting loops that leverage data enrichment and LLMs to create unique
high-conversion outreach
Design and Prototype AI Workflows
Work directly with GTM Engineers to test
and refine new AI agents and automated sales workflows
Systematically document your successful playbooks and automations so they can be shipped to our broader 50+ person sales organisation
How You'll Work.
Team & Collaboration
Work directly with GTM Engineers to test, break, and refine new AI agents and automated sales workflows
Communication Scope
Run high-level sales conversations
Full Job Description
## Description Who are we? At UpGuard, we are replacing manual security bottlenecks with AI-driven precision. Fresh off a US$75M Series C, we are scaling our infrastructure to process 100 billion risk signals daily. This isn’t just growth; it’s a total reimagining of how the world manages cyber risk. We build the Cyber Risk Posture Management (CRPM) platform that security teams actually love. By integrating security ratings, threat intel, and agentic AI, we empower organisations to stay ahead of an ever evolving attack surface. We aren’t just building another tool; we’re defining a category. We provide the autonomy to ship world-class technology and the resources to do it at a global scale. At UpGuard, our Sales team continues to be the engine of our growth, moving beyond simple transactions to become trusted architects of digital resilience. In an era where third-party risk is more complex than ever, we maintain a highly collaborative, consultative culture that puts the customer’s security posture above all else. Following a record-breaking 2025 where we shattered revenue targets and expanded our global footprint, we are entering 2026 with even greater momentum. We are seeking high-energy individuals who thrive in a fast-paced, AI-augmented sales environment. If you are hungry to sharpen your craft, possess a relentless desire to win, and want to sell a platform that is actively neutralising global cyber threats, we want to talk to you. ## What will you accomplish? Generate High-Quality Sales Opportunities: Navigate complex organisations and run high-level sales conversations to generate Sales Accepted Opportunities (SAOs). Engineer Pipeline: Build hyper-personalized prospecting loops that leverage data enrichment and LLMs to create unique, high-conversion outreach. Design and Prototype AI Workflows: Work directly with GTM Engineers to test, break, and refine new AI agents and automated sales workflows. Scale the Wins: Systematically document your successful playbo
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