Account Manager

UpGuard; Portland (OR); On-site; USD 117,000 - 130,000; Full time

Benefits offered by this job

Monthly Lifestyle subsidy

WFH set-up allowance

Learning & Development allowance

Annual leave PTO + UpGuardian days

Parental Leave

Personal Leave Allowance

Fully remote working environment

Top-spec hardware

Generative AI subsidy

Health Insurance

Job summary

UpGuard seeks an Account Manager to drive renewals, safeguard existing revenue, and expand within key accounts. You will negotiate renewals, coordinate with legal and finance, and collaborate with sales, CS, and marketing to grow account value.

The role focuses on SaaS renewals in a cybersecurity context, with a strong emphasis on data-driven decisions and strategic thinking to mitigate risk and capture upsell opportunities.

Qualifications

• Proven experience in SaaS renewals or related revenue roles.
• Strong understanding of cyber security basics and Third-Party Risk Management (TPRM).
• Demonstrated ability to negotiate contracts and renewals.

Responsibilities

• Take ownership of renewals for a portfolio of key accounts and ensure timely contract renewals.
• Implement revenue-retention strategies to safeguard existing revenue and address risks early.
• Identify upsell and cross-sell opportunities in collaboration with sales teams to grow revenue.
• Lead negotiations for renewals and expansions with cross-functional teams including legal and finance.
• Stay informed about industry trends and client needs to advise on value and strategy.
• Partner with sales, customer success, and marketing to align account strategies and drive growth.
• Track renewal rates, upsell success, and account health to inform decisions.

Skills

Commercial Experience

Cyber Security Knowledge

Negotiation Skills

Strategic Mindset

Data-driven

Collaboration

Curiosity about AI tools

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.

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.

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).

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 Affidavantage 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.

For applications to positions in the United States, please note, at this time, we can only support hiring in the following US states: CA, MD, MA, IL, OR, WA, CO, TX, FL, PA, LA, MO, or DC.

Before starting work with us, you will need to undertake a national police history check and reference checks. Also, please note that at this time, we cannot support candidates requiring visa sponsorship or relocation.

Compensation Range: $117K - $130K