Account Manager, UpGuard

UpGuard

Location:
United States, Austin ▼
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Category:
Sales

Contract Type:
Employment contract

Salary:

90000.00 - 120000.00 USD / Year

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Job Description:

UpGuard’s mission is to protect the world’s data. We obsessively seek out elegant, robust ways to enable our customers to find, acknowledge, and remediate cyber risk. With UpGuard, organizations leverage our security expertise and software to automate what was once laborious, spreadsheet-driven processes–whether it's monitoring the attack surface of hundreds of vendors or assessing the security of their own infrastructure. UpGuard is used by some of the world’s largest, fastest-growing, and most innovative companies.

Job Responsibility:

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: Collaborate with sales teams to identify 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

Requirements:

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

Nice to have:

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 we offer:

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
$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

Additional Information:

Job Posted:
July 14, 2025

Employment Type:

Fulltime

Work Type:

Remote work

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Account Manager