What will you accomplish?You'll build, coach, and lead all net-new logo activity for a team of Account Executives covering SME, Mid Market, and Emerging Enterprise accounts. Typical deals range from $40k with a 80-90 day sales cycle. In this role, you will:
- Own and deliver a team quota of ~$1.4M, using forecasting, pipeline analysis, and sales data to spot trends and hit revenue targets consistently.
- Hire, onboard, and develop a team of around 7 Account Executives, turning new hires into top performers and keeping your best people.
- Run weekly forecast calls, 1:1s, Gong call reviews, and pipeline hygiene audits, partnering with our Enablement team to fix friction points in the sales cycle.
- Join customer calls to move complex deals forward, and run sales cycles directly when needed.
- Lead team meetings on training, enablement, and performance, and contribute to company offsites and leadership initiatives.
- Work closely with SDRs, Sales Engineering, RevOps, and Customer Success in a low-ego, highly collaborative environment.
What do we need from you?- 2+ years of direct people management of a B2B SaaS sales team (not team lead or IC experience), with a track record of hiring, onboarding, and developing reps at different skill levels.
- Experience selling complex B2B SaaS solutions
- Hands-on fluency with MEDDPICC and a commitment to rigorous deal qualification and pipeline hygiene.
- Accurate quarterly and weekly forecasting.
- A practical, hands-on approach: you're comfortable reviewing calls, leading training, and joining customer meetings.
- Experience using HubSpot and revenue intelligence tools such as Gong to coach reps and manage pipeline health.
- A strong communicator who cuts through complexity and builds trust across Sales, Sales Engineering, RevOps, and CS.
- Willingness to travel up to ~3 trips a quarter for quarterly company offsites, key in-person customer meetings, and conferences.
What will give you an edge?- Cybersecurity or third-party risk management experience.
- A history of developing SDRs into AEs, or AEs into leaders.
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.
