Business Development Manager

Summary

Join UpGuard's Marketing team as an Inbound Business Development Manager and lead a high-performing EMEA BDR team. You will own the strategy, execution, and performance of qualifying, nurturing, and converting inbound leads into sales opportunities. Collaborate closely with Marketing and Sales leadership to ensure an integrated approach to pipeline generation. The ideal candidate is a data-driven leader who excels at coaching, process optimization, and strategic planning. You will recruit, train, and mentor the team, setting performance goals and providing regular feedback. This role requires experience managing an SDR/BDR team in SaaS and strong analytical and problem-solving skills. Must live in the UK or Amsterdam.

Requirements

• 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
• 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

Responsibilities

• 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

Preferred Qualifications

• 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

Benefits

• 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