Sales Development Manager

Description

Upwind is a next-generation Cloud Security Platform that leverages runtime context to identify and prioritize critical risks, providing precise insights and efficient cloud security management. Unlike traditional tools, Upwind uses runtime data proactively for risk prioritization and posture insights, ensuring teams focus on what truly matters. With industry-leading efficiency and eBPF-powered sensors, Upwind delivers comprehensive capabilities, including agentless cloud posture discovery, real-time threat protection, and integrated API security. From misconfigurations to malware defense, Upwind ensures end-to-end, cost-effective cloud infrastructure protection. At Upwind, you’ll have the opportunity to think creatively, explore new ideas, and use your skills to make a meaningful impact on our growth.

We're rethinking sales development for the modern cloud security buyer — and looking for a hands-on, forward-thinking Sales Development Manager to help us build and scale the function from the ground up. Today’s GTM strategy is about identifying in-market accounts, aligning tightly with marketing and sales, and delivering personalized outreach that resonates — at the right time, with the right message.

Responsibilities:

• Be a player-coach. Lead from the front — whether that’s jumping on a call, reviewing messaging, or running daily standups.
• Build the machine. Operationalize AI-powered workflows in partnership with Demand Gen & GTM Engineering that prioritizes accounts based on real buying signals — from tech stack fit and intent data to website activity and campaign engagement — so SDRs can reach out with the right message at the right time.
• Own the outcomes. Set and track KPIs, manage performance, quota, and drive continuous improvement across SQL creation. Responsible for reporting out on SDR quota forecasting, and attainment to the GTM team. 
• Foster an environment of strategic partnership between the SDRs and their AEs. From joint account planning, to detailed SQL insights and hand-offs for demos- this relationship should fuel collaborative pipeline generation in their segment/territory. 
• Manage the set up, maintenance, and optimization of SDR tech stack like email sequencing tools (Outreach, etc.) and auto & power dialers (Orum.) 
• Collaborate cross-functionally. Work closely with demand generation and product marketing to co-create messaging and sequences tied to company level product pillars and campaigns. 
• Drive a data-driven culture. Leveraging metrics to continuously optimize processes, improve SDR workflows, and have a consistent pulse on metrics and reporting. 
• Lead with empathy. You genuinely care about your team’s growth and well-being. You know how to give both constructive and positive feedback in a way that builds trust, motivates performance, and helps each SDR thrive.

Requirements

• Proven experience managing or mentoring SDRs in a high-growth B2B environment, ideally in cybersecurity
• Deep understanding of modern outbound and inbound sales motions
• Familiarity with ABM, sales tech, and signals-based prospecting strategies
• Passion: For coaching, learning, and creating a team-first, high-performance culture always leading with radical candor
• Analytical: Comfort in tracking metrics, forecasting, working with data and tools to diagnose gaps and take action
• Curious and creative: Everyday at Upwind, you’ll learn something new. You’ll have an inquisitive mind and always be innovating with new tactics and approaches that respects security buyers and adapts to how they buy today
• Drive: This might be your superpower. You drive to do 1% better than the day before and this gives you the fuel to keep growing and innovating
• Collaborative: We prize good team players and leaders who can quickly build relationships across sales and marketing teams