Account Executive

Summary

Join UpGuard, a leading cybersecurity company, as an Account Executive and contribute to their mission of protecting the world's data. You will manage the full sales cycle, generate leads, conduct product demos, and communicate UpGuard's value proposition to prospects. This role requires at least 2 years of B2B SaaS sales experience, a proven track record of exceeding targets, and strong communication skills. You will be responsible for selling to mid-market and enterprise customers, including C-level executives, and have experience with complex commercial and legal negotiations. UpGuard offers a competitive compensation package, including a base salary between $80,000 and $90,000, a monthly commission, and on-target earnings from $160,000 to $180,000. Additionally, they provide a monthly lifestyle subsidy, WFH set-up allowance, generous annual leave, 18 weeks of paid parental leave, personal leave allowance, a fully remote working environment, top-spec hardware, and a generative AI subsidy.

Requirements

• At least 2 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

• Manage the full sales cycle, from lead generation to close
• Generate your pipeline of qualified net new sales opportunities via cold outreach
• Perform product demos via video conference to prospects
• Communicate and sell UpGuard’s value proposition to prospects
• Maintain accurate and detailed notes on every deal in your pipeline
• Work as a team with Sales Development Representatives (SDRs), Customer Success Managers (CSMs), and Operations to complete a full sales cycle
• Collaborate with other Account Executives and cross-departmentally to share knowledge and insights
• As part of an entrepreneurial team in this rapidly growing business, you will help shape the future of businesses of all sizes and securely use technology to connect with customers, employees, and suppliers

Preferred Qualifications

• Experience using Hubspot CRM
• Technical background (BSc Comp Sci or Equivalent)
• Knowledge and understanding of the cybersecurity industry - ideally from a previous sales role in the industry
• Proven track record selling to companies in the Financial Services industry

Benefits

• Monthly Lifestyle subsidy: Our employees 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
• Generous Compensation: The base salary for this role is between $80,000 and $90,000. You will also receive a monthly commission. With commission included, the on-target earnings will be from $160,000 to $180,000. Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience
• Generous Annual Leave/PTO allowances: 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 roles
• Generative AI subsidy: UpGuard provides paid subscriptions for all team members to access generative AI tools to support their work
• 1,500 USD annual Learning & Development allowance: To support your career development, all team members will be able to expense development opportunities against this allowance