Manager, Account Management

This is a fully remote position, open to applicants in California, +10 more states.

📋 Description

• Lead and build a team of Account Managers responsible for managing renewals, cross-sells, and upsells for high-touch customers.

• Scale, mentor, and nurture a high-performing Account Management team.

• Forecast revenue retention and expansion results on a monthly and quarterly basis.

• Drive strategic initiatives and cultivate executive relationships for key accounts.

• Collaborate with Sales, Marketing, and Product teams to enhance results and customer engagement.

• Utilize data and metrics to evaluate team performance and introduce improvement initiatives.

• Ensure compliance with UpGuard’s post-sale processes and standards.

• Promote accountability and a customer-first mindset within the team.

• Align with team leaders and individual contributors to facilitate mentorship and career development.

• Create and implement strategies for customer retention to ensure satisfaction and long-term account stability.

• Report directly to the Head of Customer Success, Americas.

• Support UpGuard’s Cyber Risk Posture Management platform, which combines security ratings, threat intelligence, and agentic AI.

⛳️ Requirements

• A minimum of 2 years of leadership experience managing Account Managers or similar post-sales teams.

• Demonstrated success in revenue retention and expansion.

• At least 3 years of experience in B2B SaaS as an individual contributor.

• Familiarity with renewals, cross-sells, and upsells.

• Experience using HubSpot CRM and Gong Revenue Intelligence.

• Capability to plan, monitor, and optimize post-sale activities based on team performance and customer feedback.

• Proficiency in simplifying complex challenges and encouraging cross-functional collaboration.

• Executive presence with the ability to influence stakeholders at all levels.

• Customer-focused approach to establishing long-term relationships.

• Knowledge of MEDDPICC sales methodology and processes is a plus.

• Experience with cybersecurity and TPRM products is an advantage.

• Completion of a national police history check and reference checks is required before commencing employment.

• For applicants based in the US, legal authorization to work in the United States without company visa sponsorship is necessary.

• US hiring is restricted to candidates in CA, CO, FL, IL, MA, MD, MO, OR, PA, TX, WA, and DC.

🏝️ Benefits

• Monthly Lifestyle subsidy for financial, physical, and mental well-being.

• Work-from-home set-up allowance.

• Annual Learning & Development allowance of $1500 USD.

• Annual leave/PTO along with two additional UpGuardian leave days.

• 18 weeks of paid Parental Leave.

• Personal Leave Allowance including sick and carer’s leave.

• Fully remote working environment with no mandatory office attendance.

• High-quality laptop provided.

• Paid subscriptions for generative AI tools.

• Comprehensive health insurance coverage.

• Commission opportunities available.