[All remote jobs](https://jobicy.com/jobs.md)[![UpGuard logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/474a12c7-221.png)](https://jobicy.com/company/upguard.md)[UpGuard](https://jobicy.com/company/upguard.md) # Sales Development Representative (SDR) Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/upguard.md)ShareRemote from[Australia](https://jobicy.com/job-region/australia.md)SalaryUndisclosedDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceOpen levelPublished5 Oct 2026Apply before4 Nov 2026Listing views43Application actions1Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. AI Summary ## The role, at a glance. UpGuard is hiring an early-career Sales Development Representative to generate and qualify outbound pipeline for Account Executives selling a cybersecurity risk-management platform. The role centers on cold calling, email sequencing, LinkedIn outreach, discovery, CRM documentation, and clear handoffs to the sales team. Candidates need 1–2 years of B2B SDR/BDR or related sales experience, strong phone skills, metric ownership, and disciplined prioritization. This is a Sydney-based hybrid role with two office days per week, although the company describes a flexible remote working environment. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 3/5EasyHard ### Pace & Pressure 4/5RelaxedFast-paced ### Autonomy Level 3/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a target-driven outbound sales role requiring consistent prospecting volume, resilience to rejection, and rapid learning of a technical cybersecurity value proposition. The experience requirement is relatively junior, but success depends on strong communication and reliable execution against sales metrics. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job medianMarket rate$65,000US market range$50k–$85k0$94k AI insightNo salary is disclosed for this position. The figures shown are estimated US-market annual base-salary benchmarks in USD for a full-time SDR with 1–2 years of B2B experience; actual Australian compensation, variable pay, and OTE may differ materially. ## Core skills Skills and capabilities most closely associated with this opportunity. [Outbound prospecting](https://jobicy.com/jobs?search_keywords=Outbound%20prospecting.md)[B2B sales](https://jobicy.com/jobs?search_keywords=B2B%20sales.md)[Sales development](https://jobicy.com/jobs?search_keywords=Sales%20development.md)[Cold calling](https://jobicy.com/jobs?search_keywords=Cold%20calling.md)[Email sequencing](https://jobicy.com/jobs?search_keywords=Email%20sequencing.md)[LinkedIn outreach](https://jobicy.com/jobs?search_keywords=LinkedIn%20outreach.md)[Lead qualification](https://jobicy.com/jobs?search_keywords=Lead%20qualification.md)[CRM management](https://jobicy.com/jobs?search_keywords=CRM%20management.md)[Cybersecurity SaaS](https://jobicy.com/jobs?search_keywords=Cybersecurity%20SaaS.md) Sample interview questionsHow do you structure an outbound prospecting sequence for a new target account?I begin with account and persona research to identify likely business risks and relevant triggers. I then build a concise multi-touch sequence across phone, email, and LinkedIn, tailoring each message to a plausible problem and value hypothesis. I track response and conversion data in the CRM and refine messaging based on what earns conversations. Describe how you would handle a prospect who says they are not interested during a cold call. I would acknowledge their response without being defensive, then ask a brief permission-based question to understand whether the timing, priority, or relevance is the issue. If there is a valid pain point, I would connect it to a concise UpGuard outcome and propose a low-commitment next step. If not, I would document the interaction accurately and follow up only when there is a relevant trigger. What metrics would you monitor to improve your SDR performance? I would monitor activity volume, connect rate, email open and reply rates, positive reply rate, meetings booked, meeting show rate, and qualified-opportunity conversion. Looking at the funnel helps identify whether the issue is targeting, messaging, call execution, or qualification. I would use those insights to run focused experiments rather than changing everything at once. How would you explain a cybersecurity risk-management platform to a non-technical buyer? I would focus on business impact rather than technical jargon: the platform helps organizations identify external cyber risks and prioritize action before those risks become incidents. I would ask about their current visibility, third-party risk process, and reporting needs, then connect the platform’s security ratings and threat intelligence to those priorities. The goal is to earn a deeper conversation with the appropriate stakeholder, not force a technical demonstration on the first call. Tell us about a time you used feedback to improve a sales result. After receiving feedback that my discovery calls moved too quickly into the pitch, I adopted a clearer question framework focused on current process, impact, and urgency. I reviewed call recordings, practiced objection handling, and asked my manager for targeted coaching. This improved the quality of my conversations and helped me convert more interested prospects into qualified meetings. Opportunity details ## About this role. ### 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. ### Where does this role fit in? As an SDR at UpGuard, you will create and qualify new opportunities and book meetings for our Account Executives. We’re looking for a driven individual with an inquisitive mind, an excellent phone presence, and who enjoys the challenges of outbound prospecting. This role is located in Sydney and features a hybrid schedule of two days a week in the office. ### What will you do? * Generate new opportunities using outbound tactics (cold calling, email sequences, LinkedIn, etc.) * Identify, target, and nurture potential outbound opportunities * Understand the needs of prospects and communicate them clearly to Account Executives * Clearly articulate UpGuard’s value proposition and products to prospects, and position it based on their particular problem/need * Take accurate and detailed notes in our CRM and Sales Engagement Platform * Work collaboratively with sales, marketing, and product to utilise the insights you learn from prospects to make process and product improvements ### What do we need from you? * 1-2 years of experience in B2B sales, preferably as an SDR/BDR * Strong phone sales skills * Proven track record exceeding sales metrics * Experience with outbound sales activities, including calls, social media engagement & email sequencing * Ability to give and receive feedback – you will collaborate with our sales and marketing teams to drive process improvements * High energy and willingness to learn * Strong prioritisation skills leading to efficient time management ### What would give you an edge? * B2B SaaS experience * Industry experience in cybersecurity or supply chain information risk * Experience with Hubspot, [Outreach.io](http://Outreach.io), or other CRM/Sales Engagement Software. ### 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 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. Please Note: Not all roles can be performed from the United States. Please check your specific job listing to confirm its advertised location. If the role you are applying for is listed as based in the US, we are currently only able to support hiring in the following locations: CA, CO, FL, IL, MA, MD, MO, OR, PA, TX, WA, and DC. Before starting work with us, you will need to undertake a national police history check and reference checks. Show more [Apply now >](https://jobicy.com/jobs/154618-sales-development-representative-sdr.md) > Annual salary information is not provided for this position. 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