Why are we hiring for this role?UpGuard is a global leader in cybersecurity, with products spanning attack surface management, third-party risk management, shadow AI, and threat detection. For over 10 years we've worked with many of the world's largest organizations, including [notable customers or customer count, if allowed]. The US market is a key driver of our growth, and we're expanding our North America sales organization to keep pace.
We're looking for a Regional Sales Manager to join our Sales leadership team and [lead a newly formed team / take over an existing team] of Account Executives. You'll report to UpGuard's Head of Sales, North America. Our sales teams focus on new customer acquisition, bringing our SaaS platform to new customers and driving the company forward.
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.
