Mid-Market Account Executive

Summary

Join UpGuard's Sales team as an Account Executive and play a key role in driving regional growth in Singapore, Malaysia, Hong Kong, and the Philippines. This high-impact position involves closing high-value deals, leveraging a strong lead generation system, and collaborating with SDRs, Sales Engineers, and Operations. You will deliver compelling product demos, communicate UpGuard's value proposition, manage your pipeline, and contribute to a seamless sales cycle. The ideal candidate possesses at least 4 years of B2B SaaS sales experience, a proven track record of exceeding targets, and exceptional communication skills. This role offers a unique opportunity to shape regional growth strategy and make a lasting impact in a fast-growing, entrepreneurial environment.

Requirements

• At least 4 years of technology-related sales or business development experience at a B2B SaaS company
• You are a consistent top performer and have a history of exceeding your targets
• Selling to Mid-Market & Enterprise customers, including C-level executives, is right in your comfort zone
• You are an exceptional communicator, both written and spoken
• Demonstrated success with complex commercial and legal negotiations, working with procurement, legal, and business teams
• Experience working with and managing partners, including global system integrators and packaged software vendors
• You are highly process and detail-oriented

Responsibilities

• Deliver compelling product demos via video conference, showcasing UpGuard’s value to potential customers
• Communicate and sell UpGuard’s unique value proposition, effectively addressing the needs of each prospect
• Own and manage your pipeline, maintaining accurate and detailed notes on every deal to drive consistency and success
• Work as a team with Sales Development Representatives (SDRs), Sales Engineers, and Operations to execute a seamless sales cycle
• Collaborate with fellow Account Executives and cross-functional teams to share insights, refine strategies, and drive innovation
• Help shape the future of cybersecurity —as part of a fast-growing, entrepreneurial team, you'll play a key role in enabling businesses of all sizes to securely connect with customers, employees, and suppliers

Preferred Qualifications

• Experience using Hubspot CRM
• Experience selling with MEDDIC/MEDDPICC sales methodology
• You’re bilingual
• Experience selling SaaS to highly technical buyers (CIO/CTO/CISO), security in particular would give an edge
• Knowledge and understanding of the cybersecurity industry - ideally from a previous sales role in the industry

Benefits

• Monthly Lifestyle subsidy: use this for financial, physical and mental wellbeing (all regions)
• 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 (all regions)
• $1500 USD annual Learning & Development allowance: to support your career development all team members will be able to expense development opportunities against this allowance (all regions)
• Generous Annual Leave/PTO allowances: time to recharge your batteries (all regions)
• 18 weeks paid Parental Leave: irrespective of parenting role (all regions)
• Personal Leave allowance: this includes sick & carer’s leave (all regions)
• Fully remote working environment: whilst we have physical offices in Sydney & Hobart, we do not mandate compulsory attendance (all regions)
• Top-spec hardware: all team members will be provided with top-spec laptops for their role (all regions)
• Personal device security & online privacy protection subsidy: UpGuard provides team members with a paid subscription to personal device security & online privacy protection platform (all regions)
• Generative AI subsidy: UpGuard provides paid subscriptions for all team members to access generative AI tools to support their work (all regions)