Manager, Account Management

UpGuard; Washington (District of Columbia); Remote; USD 150,000 - 170,000; Full time

Benefits offered by this job

Lifestyle subsidy

WFH setup allowance

Learning & Development allowance

Annual leave + UpGuardian days

Parental leave 18 weeks

Personal Leave

Fully remote environment

Top-spec hardware

Generative AI subsidy

Health Insurance

Job summary

UpGuard is seeking a Manager of Account Management to lead renewals, cross-sells, and upsells for high-touch customers. You will scale and mentor the team, forecast retention, and build executive relationships with top accounts.

Work closely with Sales, Marketing and Product to optimize engagement. A customer-centric leader with a strong track record in post-sales growth will thrive in our remote-first environment.

Qualifications

• 2+ years of leadership experience managing Account Managers or similar post-sales teams with revenue retention focus.
• 3+ years of experience in B2B SaaS as an individual contributor, focused on renewals, cross-sells, upsells.
• Experience with post-sales tech stacks such as Hubspot (CRM) and Gong to coach your team.
• Ability to plan, monitor, and optimize post-sale activities based on team performance and customer feedback.
• Problem-solver who fosters collaboration across teams and has executive presence.
• Customer-centric mindset and a collaborative, results-driven approach.

Responsibilities

• Build and lead a team of Account Managers focused on renewals, cross-sells, and upsells for high-touch customers
• Scale, mentor, and develop a high-performing Account Management team
• Accurately forecast monthly and quarterly revenue retention and expansion results
• Drive strategy and build executive relationships for top accounts
• Collaborate with Sales, Marketing, Product to optimize results and customer engagement
• Use data and metrics to assess team performance and implement improvements
• Ensure adherence to UpGuard’s post-sale processes and standards
• Foster accountability and customer-first thinking within the team
• Develop alignment with leaders and contributors to support mentorship and growth
• Develop and execute customer retention strategies for long-term stability

Skills

Leadership experience

Revenue retention

B2B SaaS experience

Hubspot

Gong

Forecasting

Cross-functional collaboration

Executive presence

Customer-centric

Team coaching

Tools

Hubspot CRM

Gong Revenue Intelligence

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.

Where does this role fit in?

We are looking for a dynamic, self‑motivated, and ambitious strategic thinker with a successful track record to join our leadership team as a Manager of Account Management. This position will report to the Head of Customer Success, Americas. Our Account Management team is focused on driving revenue retention and expansion through renewals, cross‑sells, and upsells for our highest‑touch customers. We work closely with Sales, Marketing, and Product to ensure customer satisfaction and long‑term success.

What will you do?

• Build and lead a team of Account Managers focused on managing renewals, cross‑sells, and upsells for high‑touch customers
• Scale, mentor, and develop a high‑performing Account Management team
• Accurately forecast monthly and quarterly revenue retention and expansion results
• Drive strategy and build executive relationships for top accounts
• Collaborate closely with cross‑functional teams (Sales, Marketing, Product) to optimize results and customer engagement
• Use data and metrics to assess team performance and implement improvement initiatives
• Ensure adherence to UpGuard’s post‑sale processes and standards
• Foster a culture of accountability and customer‑first thinking within the team
• Build close alignment with team leaders and individual contributors to support mentorship and career growth for high‑performers
• Develop and execute customer retention strategies, ensuring high customer satisfaction and long‑term account stability.

What will you bring?

• A minimum of 2 years of leadership experience managing Account Managers or similar post‑sales teams, with a proven track record in revenue retention and expansion
• At least 3 years of experience in B2B SaaS as an individual contributor, ideally with a focus on renewals, cross‑sells, upsells, and a proven track record
• Experience in leveraging post‑sales technology stacks such as Hubspot (CRM) and Gong (Revenue Intelligence) to coach and guide your team
• Demonstrated ability to plan, monitor, and optimize post‑sale activities based on team performance and customer feedback
• A problem‑solver who simplifies complex challenges and fosters collaboration across teams
• Leadership with an executive presence, capable of influencing at all levels
• A customer‑centric mindset, passionate about building and nurturing long‑term relationships
• A goal‑oriented, collaborative approach that thrives on teamwork and diverse perspectives

What will give you an edge?

• Familiarity with MEDDPICC sales methodology and process
• Experience with cybersecurity and TPRM (Third‑Party Risk Management) products

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!

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.

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.

Compensation Range: $150K - $170K