Director

Big Internet Seller Services Inc; Sydney; Hybrid; AUD 70,000 - 110,000; Full time

Benefits offered by this job

Monthly lifestyle subsidy

WFH setup allowance

L&D allowance ($1500 USD)

Annual leave + extra leave days

18 weeks parental leave

Fully remote work environment

Top-spec hardware

Generative AI subsidy

Health insurance

Job summary

UpGuard is seeking an Account Manager to focus on renewals, retention, and expansion within key cybersecurity accounts. You will work with cross-functional teams to ensure customers realize ongoing value from our CRPM platform.

Reporting to the Head of Account Management, you’ll own renewals, negotiate contracts, and identify upsell opportunities while staying ahead of industry trends to strengthen client relationships and drive revenue growth.

Qualifications

• Commercial experience in SaaS renewals and revenue growth.
• Understanding of cyber security landscape, especially TPRM.
• Proven ability to negotiate renewals and contracts.
• Strategic thinker with a focus on account growth and risk mitigation.
• Data-driven decision making to improve renewals and revenue.
• Collaborates effectively with cross-functional teams to drive account success.

Responsibilities

• Drive renewals for a portfolio of key accounts.
• Retain revenue and proactively address renewal risks.
• Identify upsell and cross-sell opportunities within accounts.
• Lead contract negotiations with legal and finance teams.
• Stay informed about industry trends and client needs.
• Collaborate with sales, customer success, and marketing on account strategy.
• Track and report renewal rates and account health.

Skills

Commercial experience

Cyber security knowledge

Negotiation skills

Strategic mindset

Data-driven

Collaboration

Job description

At UpGuard , we are replacing manual security bottlenecks with AI-driven precision. Fresh off a US$75M Series C, we are scaling our infrastructure to process 100 billion risk signals daily. This isn’t just growth; it’s a total reimagining of how the world manages cyber risk.

We build the Cyber Risk Posture Management (CRPM) platform that security teams actually love. By integrating security ratings, threat intel, and agentic AI, we empower organisations to stay ahead of an ever evolving attack surface.

We aren’t just building another tool; we’re defining a category. We provide the autonomy to ship world-class technology and the resources to do it at a global scale.

Why are we hiring for this role?

Due to continued growth in the cybersecurity sector, our team is expanding, and we require an Account Manager to join our high-performing team to focus on revenue retention and expansion within our key accounts. The ideal candidate will have a strong commercial background, ideally with experience as an Account Executive or in SaaS renewals, and will be well-versed in the cyber security landscape, particularly in Third-Party Risk Management (TPRM).

As an Account Manager, you'll report to the Head of Account Management and play a pivotal role in driving renewals and identifying opportunities for revenue growth within our existing client base. You will work closely with cross-functional teams to ensure that our clients see continuous value from our platform, focusing on strategic account management and contract negotiation. Your ability to navigate complex client relationships and understand their unique business needs will be essential in achieving our growth objectives.

What will you do?

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.

What will you bring?

Commercial Experience: Previous experience as an Account Manager 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.

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

What will give you an edge?

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.

What's in it for you?

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.

UpGuard is a Certified Great Place to Work® in the US, Australia, UK and India, establishing its position as a leading global technology employer. 99% of team members agree that UpGuard is a great place to work!

As an Equal Employment Opportunity and Afffirmative Action Employer, qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status.

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, MA, MD, MO, OR, PA, TX, WA, and DC.

Before starting work with us, you will need to undertake a national police history check and reference checks.