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About the Role
This is a high-impact, high-visibility role for someone who wants ownership, commercial exposure, and a fast track into a closing or strategic sales role. You will play a critical part in driving Upwind’s growth across the UK and EMEA markets, engaging with security, cloud, DevOps, and engineering leaders at some of the most forward-thinking organisations in the world.
Responsibilities
- 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.
Requirements
- 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.
- 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.
Skills
- Cold calling
- Email outreach
- LinkedIn engagement
- Industry events
- Salesforce
- Outreach
- Salesloft
- LinkedIn Sales Navigator
Location
- UK
Work Type
- Full-time
Experience Level
- 1-2 years
Education Level
- Bachelor's degree or equivalent practical experience
Benefits
- 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.
About the Company
- Cloud security is at a breaking point.
- Modern cloud environments are dynamic, distributed, and constantly changing, yet most security tools still rely on static data, producing noise instead of clarity and alerts instead of action.
- Upwind is changing that.
- We are the leading runtime-powered Cloud Native Application Protection Platform (CNAPP), built to secure cloud infrastructure using real-time runtime data across workloads, identities, applications, APIs, and AI systems.
- By focusing on what is actually happening inside production environments, Upwind helps security teams detect real risk, understand root cause in minutes, and respond with precision and automation.
- In just a short time, Upwind has become one of the fastest-growing companies in cloud security, operating in one of the largest and most rapidly expanding technology markets.
- We are still early in our journey, but already trusted by forward-thinking enterprises and backed by leading investors.
- This is a rare opportunity to join a company on its way to defining a new category in cloud security.
- Our team is global, ambitious, and deeply technical — united by a mission to fundamentally improve how organisations secure the cloud.
- 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.
- 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.