Regional Sales Manager

This is a fully remote position, open to applicants in California, +11 more states.

📋 Description

• Develop, mentor, and guide new logo initiatives for Account Executives managing SME, Mid Market, and Emerging Enterprise accounts.

• Take ownership of a team quota amounting to approximately $1.4M.

• Leverage forecasting, pipeline analysis, and sales metrics to pinpoint trends and achieve revenue goals.

• Recruit, onboard, and nurture around 7 Account Executives.

• Conduct weekly forecasting meetings, one-on-ones, Gong call assessments, and pipeline hygiene evaluations.

• Collaborate with Enablement to address challenges within the sales process.

• Participate in customer calls to advance complex deals and directly manage sales cycles as necessary.

• Facilitate team meetings focused on training, enablement, and performance improvement.

• Engage in company offsite events and leadership initiatives.

• Work alongside SDRs, Sales Engineering, RevOps, and Customer Success teams.

• Report directly to UpGuard's Head of Sales for North America.

⛳️ Requirements

• Minimum of 2 years of direct management experience with a B2B SaaS sales team.

• Proven history of hiring, onboarding, and developing sales representatives across various skill levels.

• Experience in selling complex B2B SaaS solutions.

• Proficient in MEDDPICC methodology.

• Strong focus on deal qualification and maintaining pipeline hygiene.

• Accurate in quarterly and weekly sales forecasting.

• Hands-on experience in call reviews, training leadership, and attending customer meetings.

• Familiarity with HubSpot and revenue intelligence platforms like Gong.

• Excellent communication skills and ability to build trust across Sales, Sales Engineering, RevOps, and Customer Success.

• Willingness to travel for approximately 3 trips per quarter.

• Experience in cybersecurity or third-party risk management is a plus.

• Background in developing SDRs into AEs, or AEs into leadership roles is advantageous.

• Must complete a national police history check and reference checks.

• For candidates in the US, must reside in an eligible state: California, Colorado, Florida, Illinois, Massachusetts, Maryland, Missouri, Oregon, Pennsylvania, Texas, Washington, or Washington, D.C.

🏝️ Benefits

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

• Work-from-home setup allowance.

• Annual Learning & Development allowance of $1500 USD.

• Annual leave/PTO plus two additional UpGuardian leave days.

• 18 weeks of paid Parental Leave.

• Personal Leave Allowance, covering sick leave and carer’s leave.

• Fully remote working environment with no mandatory office attendance.

• Provision of top-spec laptops.

• Generative AI subsidy for paid subscriptions.

• Extensive health insurance coverage.

• Commission.