Regional SaaS Sales Leader - Remote & AI Cyber Risk

UpGuard; Washington (District of Columbia); Remote; USD 135,000 - 168,000; Full time

Benefits offered by this job

Lifestyle subsidy

Remote work setup allowance

Learning & Development allowance

Annual leave + extra leave days

Parental leave 18 weeks

Personal leave allowance

Fully remote environment

Top-spec hardware

Generative AI subsidy

Health insurance

Job summary

UpGuard seeks a Regional Sales Manager to lead a team of Account Executives covering SME to Emerging Enterprise accounts. You will own a $1.4M annual quota, hire and develop ~7 AEs, and guide forecasting, pipeline reviews, and strategy with Enablement.

You will join customer calls to drive complex deals and collaborate with SDRs, SEngineering, RevOps, and CS. The role offers a fully remote setup within the US, traveling up to three times per quarter for offsites and key meetings, with a strong

Qualifications

• 2+ years of direct people management of a B2B SaaS sales team.
• Experience selling complex B2B SaaS solutions.
• Hands-on fluency with MEDDPICC and rigorous deal qualification.
• Accurate quarterly and weekly forecasting.
• Willingness to travel up to ~3 trips per quarter for meetings and offsites.
• Hands-on approach: review calls, train, join customer meetings.
• Experience using HubSpot and Gong to coach reps and manage pipeline health.
• Strong communicator across Sales, RevOps, CS.

Responsibilities

• Own and deliver a team quota of ~$1.4M, using forecasting and pipeline analysis.
• Hire, onboard, and develop ~7 Account Executives.
• Run weekly forecast calls, 1:1s, and pipeline hygiene audits.
• Join customer calls to move complex deals forward; lead cycles when needed.
• Lead training, enablement, and performance reviews; contribute to leadership initiatives.
• Collaborate with SDRs, Sales Engineering, RevOps, and Customer Success.

Skills

People management

B2B SaaS sales

MEDDPICC

Forecasting

Communication

Travel readiness

Coaching

Sales cycle leadership

Tools

HubSpot

Gong

Job description

UpGuard seeks a Regional Sales Manager to lead a team of Account Executives covering SME to Emerging Enterprise accounts. You will own a $1.4M annual quota, hire and develop ~7 AEs, and guide forecasting, pipeline reviews, and strategy with Enablement.

You will join customer calls to drive complex deals and collaborate with SDRs, SEngineering, RevOps, and CS. The role offers a fully remote setup within the US, traveling up to three times per quarter for offsites and key meetings, with a strong