Manager of Account Management

UpGuard; United States; A distancia; USD 120.000 - 190.000; Jornada completa

Ventajas ofrecidas por este puesto de trabajo

Free lunches and coffee

Gym reimbursement

Flexible work arrangements (work-from-

Health, dental, and vision benefits

A 401(k) plan

Descripción de la vacante

UpGuard is seeking a dynamic Manager of Account Management to lead our high-touch renewal and expansion efforts. You will manage a team focused on renewals, cross-sells, and upsells for strategic customers, reporting to the Head of Customer Success, Americas.

In this role you will forecast revenue retention and expansion, partner with Sales, Marketing, and Product, and build executive relationships with top accounts. A data-driven, customer-centric leader will thrive here.

Formación

• Experience in leading post-sale teams in a B2B SaaS environment.
• Strong track record in renewals, cross-sells and upsells for high-touch customers.
• Proven ability to forecast revenue retention and expansion.
• Familiarity with cybersecurity and Third-Party Risk Management (TPRM) products.

Responsabilidades

• 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, and Product to optimize results
• Use data and metrics to assess team performance and drive improvement
• Ensure adherence to post-sale processes and standards
• Foster a culture of accountability and customer-first thinking
• Align with team leaders for mentorship and career growth
• Develop and execute customer retention strategies for long-term stability

Conocimientos

Problem solving

HubSpot CRM

Gong

B2B SaaS experience

Collaboration

Post-sale planning

Executive presence

Customer-centric

Leadership

MEDDPICC

Cybersecurity

TPRM

Herramientas

HubSpot CRM

Gong

MEDDPICC

Descripción del empleo

• 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
• 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
• 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

Benefits

• Free lunches and coffee
• Gym reimbursement
• Flexible work arrangements (work-from-home)
• Health, dental, and vision benefits
• A 401(k) plan

• A problem-solver who simplifies complex challenges and fosters collaboration across teams
• Experience in leveraging post-sales technology stacks such as Hubspot (CRM) and Gong (Revenue Intelligence) to coach and guide your team
• 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
• A goal-oriented, collaborative approach that thrives on teamwork and diverse perspectives
• Demonstrated ability to plan, monitor, and optimize post-sale activities based on team performance and customer feedback
• Leadership with an executive presence, capable of influencing at all levels
• A customer-centric mindset, passionate about building and nurturing long-term relationships
• 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
• Familiarity with MEDDPICC sales methodology and process
• Experience with cybersecurity and TPRM (Third-Party Risk Management) products