Account Manager

Summary

Join UpGuard's leadership team as a Manager of Account Management! This role involves building and leading a team of Account Managers focused on driving revenue retention and expansion for high-touch customers. You will scale, mentor, and develop a high-performing team, accurately forecast revenue, and collaborate with cross-functional teams. The ideal candidate possesses at least 2 years of leadership experience managing post-sales teams and 3 years of B2B SaaS experience. UpGuard offers a competitive compensation package, including a generous salary, quarterly bonus, and various benefits such as a monthly lifestyle subsidy, WFH setup allowance, and generous PTO.

Requirements

• 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

Responsibilities

• 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

Preferred Qualifications

• Familiarity with MEDDPICC sales methodology and process
• Experience with cybersecurity and TPRM (Third-Party Risk Management) products

Benefits

• Monthly Lifestyle subsidy: use this for financial, physical, and mental wellbeing
• 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 $120,000 and $135,000. This role also includes a quarterly bonus. Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience
• $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
• 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
• Personal device security & online privacy protection subsidy: UpGuard provides team members with a paid subscription to personal device security & online privacy protection platform
• Generative AI subsidy: UpGuard provides paid subscriptions for all team members to access generative AI tools to support their work