Sales Development Representative (UK)

At Upwind, SDRs are deeply embedded in the sales process and take ownership well beyond initial outreach. You will generate and qualify pipeline, help progress opportunities through discovery and into the scoping stage, and work closely with Account Executives to shape early‑stage deals and influence customer evaluation of Upwind. This is a high‑impact, high‑visibility role for someone who wants more than activity targets—someone who wants ownership, commercial exposure, and a fast‑track into a closing or strategic sales role.

What You’ll Do

• Research, identify, and engage prospective customers across target accounts and territories.
• Build and maintain a strong outbound pipeline through cold calling, email outreach, LinkedIn engagement, and industry events.
• Develop a strong understanding of Upwind’s platform, value proposition, and competitive positioning.
• Run structured discovery conversations to understand technical and business challenges in cloud security environments.
• Progress opportunities beyond initial qualification and actively support Account Executives through early‑stage discovery and scoping conversations.
• Navigate complex enterprise organisations and engage stakeholders across Security, Cloud, DevOps, Platform Engineering, and Architecture teams.
• Collaborate closely with Account Executives to develop and advance qualified opportunities.
• Apply qualification frameworks such as BANT and MEDDICC principles to assess opportunity quality.
• Consistently achieve and exceed activity, pipeline generation, and meeting targets.

What We’re Looking For

• 1–2 years of experience in a Sales Development Representative (SDR) role within a SaaS company (required).
• Proven success in outbound prospecting and pipeline generation.
• Strong communication skills with the ability to engage senior technical and commercial stakeholders.
• Interest in cybersecurity, cloud infrastructure, and enterprise software.
• High levels of resilience, energy, and self‑motivation.
• Strong organisational skills and the ability to manage a high‑volume pipeline effectively.
• Business‑level English, written and spoken.
• Comfortable working in a fast‑paced, high‑growth environment with evolving priorities.

Nice to Have

• Previous experience working within a cybersecurity company or selling into security teams.
• Familiarity with cloud security, DevSecOps, CNAPP, CSPM, CWPP, or application security concepts.
• Understanding of cloud platforms such as AWS, Azure, or Google Cloud.
• Experience using sales engagement tools such as Salesforce, Outreach, Salesloft, or LinkedIn Sales Navigator.
• Bachelor’s degree or equivalent practical experience.

Why Join Upwind?

• Join one of the fastest‑growing companies in cloud security at a pivotal stage of its growth.
• Work on a category‑defining platform that is reshaping how organisations secure the cloud.
• Gain significant commercial exposure far beyond a typical SDR role.
• Work closely with experienced Account Executives and security experts in a high‑performance environment.
• Accelerate your career with a clear path into senior sales or strategic roles.
• Be part of a globally distributed, high‑calibre team building something meaningful in a massive market.

The shift to runtime‑powered security is already underway. Upwind is leading it. This is your opportunity to help define a category, not just generate pipeline for one.