Account Executive

UpGuard Inc.; Oregon; Hybrid; USD 90,000 - 130,000; Full time

Benefits offered by this job

Monthly lifestyle subsidy

WFH set-up allowance

Health Insurance

Learning & Development allowance

Annual leave + extra UpGuardian days

18 weeks parental leave

Fully remote working environment

Top-spec hardware

Job summary

UpGuard Inc. is expanding its US sales team and seeking an ambitious Account Executive. You will own the full sales cycle from lead generation to close across a global portfolio of customers, engaging with mid-market and enterprise buyers including C-suite executives.

A highly process-driven approach and a passion for AI tools will help you excel in this role. You’ll collaborate with SDRs, Customer Success, and Operations to drive deals, maintain meticulous notes, and continuously improve the

Qualifications

• 2+ years closing experience in B2B SaaS.
• Proven track record of exceeding targets.
• Experience selling to Mid-Market & Enterprise, including C-level executives.
• Exceptional written and verbal communication.
• Proven experience with complex commercial and legal negotiations, collaborating with procurement, legal, and business teams.
• Experience working with partners including global system integrators and packaged software vendors.
• Highly process and detail-oriented.
• Curious about adopting AI tools to enhance work processes.

Responsibilities

• Manage the full sales cycle from lead generation to close.
• Generate a pipeline of qualified net-new opportunities via cold outreach.
• Perform product demos via video conference to prospects.
• Communicate and sell UpGuard's value proposition to prospects.
• Maintain accurate and detailed notes on every deal in your pipeline.
• Collaborate with SDRs, CSMs, and Operations to complete a full sales cycle.
• Work with other Account Executives and cross-departmentally to share knowledge and insights.

Skills

Closing experience (B2B SaaS)

Top performer

Enterprise sales

Communication skills

Negotiation

Prospecting

AI tools adoption

Education

Bachelor's degree

Tools

HubSpot CRM

Salesforce

Job description

Who are we?

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 this role?

Our sales team is expanding in all regions, and the focus is on finding our next Account Executives in the US. Could that be you?

We are looking for a full-time, ambitious sales professional who is ready to make the next step in their career. You will get exposure to every aspect of our sales cycle, from lead generation to close across a global portfolio of customers. If you are a highly process-oriented sales professional with a proven track record and an insatiable desire to do things better, let's talk!

What will you do?

• Manage the full sales cycle, from lead generation to close
• Generate your pipeline of qualified net new sales opportunities via cold outreach
• Perform product demos via video conference to prospects
• Communicate and sell UpGuard's value proposition to prospects
• Maintain accurate and detailed notes on every deal in your pipeline
• Work as a team with Sales Development Representatives (SDRs), Customer Success Managers (CSMs), and Operations to complete a full sales cycle
• Collaborate with other Account Executives and cross-departmentally to share knowledge and insights

As part of an entrepreneurial team in this rapidly growing business, you will help shape the future of businesses of all sizes and securely use technology to connect with customers, employees, and suppliers

What will you bring?

• At least 2 years of technology-related closing experience at a B2B SaaS company
• You are a consistent top performer and have a history of exceeding your targets
• Selling to Mid-Market & Enterprise customers, including C-level executives, is right in your comfort zone
• You are an exceptional communicator, both written and spoken
• Demonstrated success with complex commercial and legal negotiations, working with procurement, legal, and business teams
• Experience working with and managing partners, including global system integrators and packaged software vendors
• You are highly process and detail-oriented
• 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 would give you an edge?

• Experience using Hubspot CRM
• Technical background (BSc Comp Sci or Equivalent)
• Knowledge and understanding of the cybersecurity industry - ideally from a previous sales role in the industry
• Proven track record selling to companies in the Financial Services industry

What's in it for you?

• 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
• Health Insurance: Health, dental, and vision insurance
• $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
• 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 roles

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 Aff… 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.