Account Manager

Summary

Join UpGuard's high-performing team as an Account Manager, focusing on revenue retention and expansion within key accounts. Drive renewals, implement revenue retention strategies, and collaborate with sales teams to identify upsell and cross-sell opportunities. Lead contract negotiations, stay informed on industry trends, and partner with cross-functional teams. Track and report on key metrics, using data to inform decision-making. The ideal candidate will have a strong commercial background, ideally with experience as an Account Executive or in SaaS renewals, and be well-versed in the cybersecurity landscape, particularly in Third-Party Risk Management (TPRM). This role offers a competitive salary and benefits package, including a monthly lifestyle subsidy, WFH setup allowance, generous compensation with quarterly bonuses, and a learning and development allowance.

Requirements

• Commercial Experience: Previous experience as an Account Executive or in a similar commercial role, with a strong track record in SaaS renewals and revenue growth
• Cyber Security Knowledge: A solid understanding of the cyber security landscape, particularly in Third-Party Risk Management (TPRM)
• Negotiation Skills: Proven ability to negotiate contracts and renewals, balancing client needs with company goals
• Strategic Mindset: Ability to think strategically about account growth, identifying opportunities for expansion and mitigating potential risks
• Data-driven: Proficient in using data to drive decisions, with a focus on metrics that impact renewals and revenue growth
• Collaboration: Ability to work effectively with cross-functional teams to drive account success

Responsibilities

• Drive Renewals: Take ownership of the renewal process for a portfolio of key accounts, ensuring timely and successful contract renewals
• Revenue Retention: Implement strategies to safeguard existing revenue, proactively identifying risks and addressing them before they impact the business
• Revenue Expansion: Collaborate with sales teams to identify upsell and cross-sell opportunities within your accounts, contributing to overall revenue growth
• Contract Negotiation: Lead negotiations for renewals and expansions, working closely with legal and finance teams to structure favorable agreements
• Market Insights: Stay informed about industry trends, competitive landscape, and client needs to offer informed recommendations that drive client value and satisfaction
• Collaboration: Partner with sales, customer success, and marketing teams to align on account strategies and ensure a cohesive approach to client growth
• Reporting & Metrics: Track and report on renewal rates, upsell success, and overall account health, using data to inform decision-making and strategy adjustments

Preferred Qualifications

• Sales Background: Experience as an Account Executive or in a similar sales role, with a strong understanding of the commercial aspects of SaaS renewals. Past history utilizing the MEDDPICC sales methodology (or similar)
• Industry-Specific Knowledge: Deep understanding of the cyber security industry, particularly in the context of SaaS solutions
• Advanced Negotiation Skills: Expertise in structuring and negotiating complex contracts, particularly in a SaaS environment
• Proven Success in SaaS Renewals: Demonstrated success in driving high renewal rates and identifying revenue expansion opportunities within existing accounts
• Cyber Security Certifications: Relevant certifications in cyber security or TPRM that demonstrate your expertise and commitment to the field
• Language Skills: Proficiency in Spanish

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 $75,000 and $100,000. You will also receive a quarterly bonus. With the bonus included, the yearly on-target earnings will be from $90,000 to $120,000. 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