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.
