Regional Sales Director - Cybersecurity SaaS

UpGuard; Austin (TX); Remote; USD 135,000 - 168,000; Full time

Benefits offered by this job

Lifestyle subsidy

Work-from-home setup allowance

Learning & Development allowance

Parental leave

Fully remote environment

Top-spec hardware

Generative AI subsidy

Health Insurance

Job summary

UpGuard is seeking a Regional Sales Manager to lead a NA team of Account Executives for new logo acquisition, reporting to the Head of Sales, North America. You’ll drive a $1.4M quota and own the end-to-end sales process from prospecting to closure.

You will hire and coach ~7 AEs, run weekly forecasts, and partner with Enablement to optimize the sales cycle while engaging in key customer conversations as needed.

Qualifications

• 2+ years of direct people management of a B2B SaaS sales team.
• Experience selling complex B2B SaaS solutions.
• Hands-on with MEDDPICC and rigorous deal qualification.
• Accurate quarterly and weekly forecasting.
• Hands-on approach: reviewing calls, leading training, and joining customer meetings.
• Experience using HubSpot and revenue intelligence tools such as Gong.
• Strong communicator across Sales, SE, RevOps, and CS.
• Willingness to travel up to ~3 trips/quarter for offsites/meetings/conferences.

Responsibilities

• Own and deliver a team quota of ~$1.4M.
• Hire, onboard, and develop a team of around 7 Account Executives.
• Run weekly forecast calls, 1:1s, Gong reviews, and pipeline hygiene audits.
• Join customer calls to move complex deals forward; run cycles when needed.
• Lead training, enablement, and performance discussions.
• Collaborate with SDRs, Sales Engineering, RevOps, and CS.

Skills

People management

B2B SaaS

MEDDPICC

Forecasting

Customer meetings

HubSpot

Gong

Communication

Travel up to 3 trips/quarter

Tools

HubSpot

Gong

MEDDPICC

Job description

UpGuard is seeking a Regional Sales Manager to lead a NA team of Account Executives for new logo acquisition, reporting to the Head of Sales, North America. You’ll drive a $1.4M quota and own the end-to-end sales process from prospecting to closure.

You will hire and coach ~7 AEs, run weekly forecasts, and partner with Enablement to optimize the sales cycle while engaging in key customer conversations as needed.