AI-Native Sales Development Representative

Sales Development Engineer (AI-Native)

Company: UpGuard

Location: Denver, CO, USA (Remote with office presence in Sydney & Hobart; Eligible US States: CA, MD, MA, IL, OR, WA, CO, TX, FL, PA, LA, MO, DC)

Job Type: Full-Time | Hybrid (Remote-first)

Job Overview

UpGuard is seeking a hybrid professional with the "heart of a seller and the brain of an AI engineer" to act as the first AI-Native hire in our Sales Development cohort. This role is crucial for building a next-generation AI sales engine that generates highly qualified pipeline at unprecedented scale. You will bridge the gap between our GTM Engineering team and the frontline sales team, optimizing processes and driving growth through automation and strategic sales.

Machine Learning & Artificial Intelligence

Key Responsibilities

• Generate High-Quality Sales Opportunities: Navigate complex organizations and lead high-level sales conversations to generate Sales Accepted Opportunities (SAOs).
• Engineer Pipeline: Build hyper-personalized prospecting loops leveraging data enrichment and Large Language Models (LLMs) to create unique, high-conversion outreach strategies.
• Design and Prototype AI Workflows: Collaborate with GTM Engineers to test, break, and refine new AI agents and automated sales workflows.
• Scale the Wins: Systematically document successful playbooks and automations to be shipped to the broader 50+ person sales organization.

• Sales Excellence: Proven track record of outbound success with quota exceeded for at least the last two consecutive quarters.
• Obsession with Craft: Deep interest in copywriting, psychology, and sales strategy.
• High Agency: A "hacker" mentality with an instinct to automate or optimize manual processes.
• AI and Technical Aptitude: Proficiency with tools such as Claude Code, Cursor, n8n, and Clay.

• AI-Native Sales Experience: Hands-on success in a similar AI-native Sales Development role.
• Cybersecurity Expertise: Familiarity with the cybersecurity industry, buyers, and their pressing business problems.

• Compensation: Competitive base salary plus performance-based incentives (On-Target Earnings / OTE). Eligible for incentive compensation.
• Remote Work: Fully remote environment; optional physical office access in Sydney & Hobart.
• Wellness: Monthly lifestyle subsidy; Health, dental, and vision insurance.
• Equipment: Top-spec hardware (laptops) and WFH set-up allowance ($1500 USD/year).
• Growth: $1500 USD annual Learning & Development allowance.
• AI Access: Generative AI subsidy for paid tool subscriptions.
• Leave: PTO plus two additional "UpGuardian" leave days, 18 weeks paid parental leave, and personal leave allowance.

• Eligibility: Visa sponsorship and relocation support are NOT available.
• Vetting: Candidates must pass a national police history check and reference checks.
• Hiring Process: AI tools may be used to assist in resume review and assessment, but final decisions are made by humans.