Account Manager

UpGuard; San Francisco (CA); On-site; USD 120,000 - 150,000; Full time

Benefits offered by this job

Monthly Lifestyle subsidy

WFH set-up allowance

Learning & Development allowance

Annual leave + extra leave days

Parental Leave (18 weeks)

Personal Leave Allowance

Fully remote working environment

Top-spec hardware

Generative AI subsidy

Health Insurance

Job summary

UpGuard is seeking an Account Manager to focus on revenue retention and expansion within key accounts. You will manage renewals, negotiate contracts, and partner with sales, customer success, and marketing to maximize client value.

You’ll work with cross-functional teams to ensure clients see ongoing value from our CRPM platform and AI-enabled capabilities, while guiding strategic account growth and renewal strategies.

Qualifications

• Experience in SaaS renewals and revenue growth.
• Knowledge of cyber security and Third-Party Risk Management (TPRM).
• Ability to negotiate contracts and renewals.
• Strategic thinking for account growth and risk mitigation.
• Data-driven decision making and metrics.
• Collaborates with cross-functional teams to drive account success.
• Curiosity about adopting AI tools to enhance work.

Responsibilities

• Drive Renewals: own the renewal process for a portfolio of key accounts.
• Revenue Retention: safeguard existing revenue and address risks proactively.
• Revenue Expansion: identify upsell/cross-sell opportunities within accounts.
• Contract Negotiation: lead renewals and expansions with legal/finance teams.
• Market Insights: stay informed on industry trends and client needs to advise value enhancements.
• Collaboration: align with sales, customer success, and marketing on account strategies.
• Reporting & Metrics: track renewal rates and overall account health to steer strategy.

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.

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 Aff...