AI-Native Sales Development Representative

Job Description

AI Sales Engineer / Sales Development Representative (AI-Native)

Location: Denver, CO

• Remote (Hybrid)

Machine Learning & Artificial Intelligence

Company: UpGuard

Employment Type: Full-time

Eligible Locations (US): CA, MD, MA, IL, OR, WA, CO, TX, FL, PA, LA, MO, DC

Role Overview

We are seeking a hybrid professional: someone with the heart of a seller and the brain of an AI engineer. This role is unique as you will be the first AI-Native hire in a cohort dedicated to redefining Sales Development. You will bridge the gap between the GTM Engineering team and the frontline sales team to build a next-generation AI sales engine that generates highly qualified pipeline at unprecedented scale.

Key Responsibilities

• Generate High-Quality Sales Opportunities: Navigate complex organizations and run 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.
• 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 deployed across the broader 50+ person sales organization.

Requirements

• Sales Excellence: Proven track record of outbound success with a history of exceeding quota for at least the last two quarters.
• Obsession with Sales 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 and experience with tools such as Claude Code, Cursor, n8n, and Clay.

Preferred Qualifications (Edge)

• AI-Native Sales Experience: Hands-on success in AI-native Sales Development roles.
• Cybersecurity Expertise: Experience in the cybersecurity industry with familiarity of buyer pain points.

Compensation & Benefits

• Compensation: Competitive base salary plus performance-based incentives (Total On-Target Earnings).
• Lifestyle Support: Monthly subsidy for financial, physical, and mental well-being.
• Work Setup: WFH set-up allowance and top-spec hardware provided.
• Learning & Development: $1,500 USD annual allowance.
• Time Off: PTO + 2 company leave days, 18 weeks paid parental leave, and personal sick/carer's leave.
• SUBSCRIPTIONS: Generative AI subsidy for paid access to AI tools.
• Health: Health, dental, and vision insurance.
• Work Environment: Fully remote working environment (Physical offices in Sydney & Hobart not mandatory).

Hiring Notes

• Visa sponsorship or relocation support is not available.
• Applicants must pass national police history and reference checks before starting.
• The company uses AI tools to support parts of the hiring process (resume analysis, etc.), but final decisions are made by humans.