Account Manager

Who are we?
UpGuard's mission is to make life easier for security teams. We meticulously create robust solutions that enable our customers to identify, assess, and remediate cybersecurity risk across their attack surface, vendor ecosystem, workforce, and trust relationships. Our integrated cyber risk posture management platform combines comprehensive security ratings, instant risk assessments, templated security questionnaires, threat intelligence capabilities, and agentic AI to give organizations a holistic view of their risk surface.

We have a rapidly growing customer base at UpGuard, but one thing has remained the same, our customers always come first Our Success team is determined to help solve the needs and challenges that our customers face on a daily basis. We consistently think outside the box to find new ways to help our customers thrive throughout their journeys with UpGuard. We're on the lookout for individuals who have a passion for helping others, fixing problems, and building long-lasting relationships with new customers. You will also have a commercial mindset to identify opportunities to expand our customer accounts and elevate adoption of our products to new heights.

Why are we hiring for this role?
Due to continued growth in the cybersecurity sector, our team is expanding, and we require an Account Manager to join our high-performing team to focus on revenue retention and expansion within our key accounts. The ideal candidate will have a strong commercial background, ideally with experience as an Account Executive or in SaaS renewals, and will be well-versed in the cybersecurity landscape, particularly in Third-Party Risk Management (TPRM).

As an Account Manager, you'll report to the Manager of Account Management and play a pivotal role in driving renewals and identifying opportunities for revenue growth within our existing client base. You will work closely with cross-functional teams to ensure that our clients see continuous value from our platform, focusing on strategic account management and contract negotiation. Your ability to navigate complex client relationships and understand their unique business needs will be essential in achieving our growth objectives.

What will you accomplish?

• Drive Renewals: Take ownership of the renewal process for a portfolio of key accounts, ensuring timely and successful contract renewals.
• Revenue Retention: Implement strategies to safeguard existing revenue, proactively identifying risks and addressing them before they impact the business.
• Revenue Expansion: Identify and close upsell and cross-sell opportunities within your accounts, contributing to overall revenue growth.
• Contract Negotiation: Lead negotiations for renewals and expansions, working closely with legal and finance teams to structure favorable agreements.
• Market Insights: Stay informed about industry trends, competitive landscape, and client needs to offer informed recommendations that drive client value and satisfaction.
• Collaboration: Partner with sales, customer success, and marketing teams to align on account strategies and ensure a cohesive approach to client growth.
• Reporting & Metrics: Track and report on renewal rates, upsell success, and overall account health, using data to inform decision-making and strategy adjustments.

What do we need from you?

• Commercial Experience: Previous experience as an Account Executive or in a similar commercial role, with a strong track record in SaaS renewals and revenue growth.
• Cyber Security Knowledge: A solid understanding of the cyber security landscape, particularly in Third-Party Risk Management (TPRM).
• Negotiation Skills: Proven ability to negotiate contracts and renewals, balancing client needs with company goals.
• Strategic Mindset: Ability to think strategically about account growth, identifying opportunities for expansion and mitigating potential risks.
• Data-driven: Proficient in using data to drive decisions, with a focus on metrics that impact renewals and revenue growth.
• Collaboration: Ability to work effectively with cross-functional teams to drive account success.

What will give you an edge?

• Sales Background: Experience as an Account Executive or in a similar sales role, with a strong understanding of the commercial aspects of SaaS renewals. Past history utilizing the MEDDPICC sales methodology (or similar).
• Industry-Specific Knowledge: Deep understanding of the cyber security industry, particularly in the context of SaaS solutions.
• Advanced Negotiation Skills: Expertise in structuring and negotiating complex contracts, particularly in a SaaS environment.
• Proven Success in SaaS Renewals: Demonstrated success in driving high renewal rates and identifying revenue expansion opportunities within existing accounts.
• Cyber Security Certifications: Relevant certifications in cyber security or TPRM that demonstrate your expertise and commitment to the field.
• Language Skills: Proficiency in Spanish.

What's in it for you?

• Monthly Lifestyle subsidy: Our employees use this for financial, physical, and mental well-being
• WFH set-up allowance: To ensure you have the right environment to work in, we will help you get set up within your first 3 months at UpGuard
• Generous Compensation: The base salary for this role is between $75,000 and $100,000. You will also receive a quarterly bonus. With the bonus included, the yearly on-target earnings will be from $90,000 to $120,000. Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience.
• $1,500 USD annual Learning & Development allowance: To support your career development, all team members will be able to expense development opportunities against this allowance
• Generous Annual Leave/PTO allowances: Time to recharge your batteries
• 18 weeks paid Parental Leave: Irrespective of parenting role
• Personal Leave Allowance: This includes sick & carer's leave
• Fully remote working environment: While we have physical offices in Sydney & Hobart, we do not mandate compulsory attendance
• Top-spec hardware: All team members will be provided with top-spec laptops for their roles

UpGuard is a Certified Great Place to Work in the US, Australia, UK and India, establishing its position as a leading global technology employer. 99% of team members agree that UpGuard is a great place to work, apply now to find out why

As an Equal Employment Opportunity and Affirmative Action Employer, qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status.

For applications to positions in the United States, please note, at this time we can only support hiring in the following US states:
CA, MD, MA, IL, OR, WA, CO, TX, FL, PA, LA, MO, or DC
.

Before starting work with us, you will need to undertake a national police history check and reference checks. Also please note that at this time, we cannot support candidates requiring visa sponsorship or relocation.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.