Principal Account Manager

Summary

Join UpGuard's high-performing team as an Account Manager, focusing on revenue retention and expansion within key accounts. You will drive renewals, implement revenue retention strategies, and collaborate with sales teams to identify upsell and cross-sell opportunities. The ideal candidate possesses a strong commercial background, ideally with SaaS renewals experience, and a solid understanding of the cybersecurity landscape, particularly TPRM. You will report to the Director of Account Management and play a pivotal role in achieving growth objectives by navigating complex client relationships and understanding their unique business needs. This role involves contract negotiation, market insight analysis, and collaboration with cross-functional teams. UpGuard offers a fully remote working environment and various benefits.

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 favourable 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
• 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: 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)