Account Manager

About UpGuard

UpGuard is revolutionizing cyber risk management with AI-enhanced precision, handling 100 billion risk signals daily following a successful $75M Series C funding round. We develop the Cyber Risk Posture Management platform, integrating security ratings, threat intelligence, and autonomous AI, empowering organizations to proactively defend against evolving cyber threats. Our commitment extends beyond creating tools; we aim to define a new industry standard with global impact.

Role Overview

As part of our expanding sales team driving digital resilience, we are seeking an Account Manager for revenue retention and growth within key existing accounts. Reporting to the Head of Account Management, this role focuses on strategic client management, renewals, and contract negotiations, especially within the cyber security and Third-Party Risk Management domains.

Primary Responsibilities

• Manage the renewal process to ensure timely contract continuations for your portfolio.
• Develop strategies to retain revenue and proactively mitigate associated risks.
• Identify and collaborate on upselling and cross-selling opportunities to increase account revenue.
• Lead complex contract negotiations with legal and finance partners to secure favorable terms.
• Maintain up-to-date knowledge on industry trends and competitive environments to provide informed client advice.
• Work collaboratively with sales, customer success, and marketing teams to align account growth approaches.
• Monitor and report key account metrics such as renewal rates and upsell performance to support strategic decisions.

Candidate Requirements

• Demonstrated experience in account management or related commercial roles with proven success in SaaS renewals and revenue expansion.
• Strong understanding of cyber security, specifically Third-Party Risk Management (TPRM).
• Excellent negotiation skills balancing client priorities with business objectives.
• Strategic thinking focused on growth opportunities and risk management.
• Proficiency using data analytics to guide renewals and revenue strategies.
• Effective collaboration across diverse functional teams.
• Adaptability and eagerness to integrate AI tools to enhance work processes.

Preferred Qualifications

• Experience in sales roles such as Account Executive with insight into SaaS renewal dynamics.
• Extensive knowledge of the cyber security industry, especially SaaS solutions.
• Advanced skills in structuring and negotiating detailed contracts within SaaS environments.
• Record of consistently achieving high renewal rates and uncovering revenue growth in established accounts.
• Relevant cyber security certifications showing commitment and expertise in the field.

Benefits and Perks

• Monthly lifestyle subsidy supporting financial, physical, and mental well-being.
• Work-from-home setup allowance provided within the first three months.
• Annual $1500 USD learning and development budget to foster career growth.
• Paid time off with additional company leave days for rest and recuperation.
• Eighteen weeks of paid parental leave regardless of parenting role.
• Personal leave including sick and carer’s leave.
• Fully remote working flexibility with physical offices in Sydney and Hobart but no mandatory onsite attendance.
• Provision of high-end hardware suitable for role requirements.
• Access to paid generative AI tool subscriptions to enhance productivity.

Additional Information and Conditions

UpGuard holds Great Place to Work® certifications in multiple countries, reflecting exceptional employee satisfaction. The company is an Equal Opportunity Employer committed to diversity and inclusion. Candidates applying within the United States must reside in specified states. Employment is contingent upon national police history and reference checks; visa sponsorship and relocation support are currently unavailable.