Note: The job is a remote job and is open to candidates in USA. UpGuard is a cybersecurity technology company building an AI-driven Cyber Risk Posture Management platform. The Account Manager will own renewals, protect and expand revenue within key accounts, negotiate contracts, and collaborate with cross-functional teams to drive client value and account growth.
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
Skills
- Previous experience as an Account Manager or in a similar commercial role, with a strong track record in SaaS renewals and revenue growth
- A solid understanding of the cyber security landscape, particularly in Third-Party Risk Management (TPRM)
- Proven ability to negotiate contracts and renewals, balancing client needs with company goals
- Ability to think strategically about account growth, identifying opportunities for expansion and mitigating potential risks
- Proficient in using data to drive decisions, with a focus on metrics that impact renewals and revenue growth
- Ability to work effectively with cross-functional teams to drive account success
- We're looking for someone who's not just comfortable with change, but curious about it—especially when it comes to adopting AI tools that can enhance how we work
- Please Note: Not all roles can be performed from the United States. Please check your specific job listing to confirm its advertised location. If the role you are applying for is listed as based in the US, we are currently only able to support hiring in the following locations: CA, CO, FL, IL, LA, MA, MD, MO, OR, PA, TX, WA, and DC
- Experience as an Account Executive or in a similar sales role, with a strong understanding of the commercial aspects of SaaS renewals
- Deep understanding of the cyber security industry, particularly in the context of SaaS solutions
- Expertise in structuring and negotiating complex contracts, particularly in a SaaS environment
- Demonstrated success in driving high renewal rates and identifying revenue expansion opportunities within existing accounts
- Relevant certifications in cyber security or TPRM that demonstrate your expertise and commitment to the field
Benefits
- Monthly Lifestyle subsidy: 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
- $1500 USD annual Learning & Development allowance: To support your career development, all team members will be able to expense development opportunities against this allowance
- Annual leave: PTO plus two additional UpGuardian leave days to give you 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 role
- Generative AI subsidy: UpGuard provides paid subscriptions for all team members to access generative AI tools to support their work.
- Health Insurance: Access to comprehensive coverage.
Company Overview