Minimum 2 years of leadership experience managing Account Managers or similar teams
At least 3 years in B2B SaaS with a focus on renewals, cross-sells, and upsells
Experience with post-sales technology stacks like Hubspot and Gong
Ability to optimize post-sale activities based on performance and feedback
Strong problem-solving skills and collaborative mindset
Executive presence with the ability to influence at all levels
Customer-centric approach with a passion for relationship building
Goal-oriented and thrives in a team environment
Responsibilities
Build and lead a team of Account Managers for high-touch customer management
Mentor and develop a high-performing Account Management team
Forecast monthly and quarterly revenue retention and expansion
Drive strategy and build executive relationships for top accounts
Collaborate with Sales, Marketing, and Product teams to enhance customer engagement
Use data to assess team performance and implement improvements
Ensure adherence to post-sale processes and standards
Benefits
Monthly Lifestyle subsidy for well-being
WFH set-up allowance for a comfortable work environment
$1500 annual Learning & Development allowance
PTO plus two additional UpGuardian leave days
18 weeks paid Parental Leave for all parenting roles
Personal Leave Allowance for sick and carer's leave
Fully remote working environment with no compulsory office attendance
Top-spec hardware provided for all team members
Generative AI subsidy for access to AI tools
Comprehensive Health Insurance coverage
Full Job Description
Where does this role fit in?
We are looking for a dynamic, self-motivated, and ambitious strategic thinker with a successful track record to join our leadership team as a Managerof Account Management. This position will report to the Head of Customer Success, Americas. Our Account Management team is focused on driving revenue retention and expansion through renewals, cross-sells, and upsells for our highest-touch customers. We work closely with Sales, Marketing, and Product to ensure customer satisfaction and long-term success.
What will you do?
Build and lead a team of Account Managers focused on managing renewals, cross-sells, and upsells for high-touch customers
Scale, mentor, and develop a high-performing Account Management team
Accurately forecast monthly and quarterly revenue retention and expansion results
Drive strategy and build executive relationships for top accounts
Collaborate closely with cross-functional teams (Sales, Marketing, Product) to optimize results and customer engagement
Use data and metrics to assess team performance and implement improvement initiatives
Ensure adherence to UpGuard's post-sale processes and standards
Foster a culture of accountability and customer-first thinking within the team
Build close alignment with team leaders and individual contributors to support mentorship and career growth for high-performers
Develop and execute customer retention strategies, ensuring high customer satisfaction and long-term account stability.
What will you bring?
A minimum of 2 years of leadership experience managing Account Managers or similar post-sales teams, with a proven track record in revenue retention and expansion
At least 3 years of experience in B2B SaaS as an individual contributor, ideally with a focus on renewals, cross-sells, upsells, and a proven track record
Experience in leveraging post-sales technology stacks such as Hubspot (CRM) and Gong (Revenue Intelligence) to coach and guide your team
Demonstrated ability to plan, monitor, and optimize post-sale activities based on team performance and customer feedback
A problem-solver who simplifies complex challenges and fosters collaboration across teams
Leadership with an executive presence, capable of influencing at all levels
A customer-centric mindset, passionate about building and nurturing long-term relationships
A goal-oriented, collaborative approach that thrives on teamwork and diverse perspectives
What will give you an edge?
Familiarity with MEDDPICC sales methodology and process
Experience with cybersecurity and TPRM (Third-Party Risk Management) products
What's in it for you?
Monthly Lifestyle subsidy: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
$1500 USD annual Learning & Development allowance: To support your career development, all team members will be able to expense development opportunities against this allowance
Annual leave:PTO plus two additional UpGuardian leave days to give you 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 role
Generative AI subsidy: UpGuard provides paid subscriptions for all team members to access generative AI tools to support their work.
Health Insurance: Access to comprehensive coverage.
About UpGuard
UpGuard is a cybersecurity company that provides a platform for managing cyber risk. The platform enables organizations to identify and mitigate cyber risks across their entire digital footprint. UpGuard was founded in 2012 and is headquartered in New York, New York.
