Regional Sales Manager

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

📋 Description

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

• Assume responsibility for achieving an approximate team quota of $1.4M.

• Employ forecasting, pipeline analysis, and sales data to uncover trends and achieve revenue goals.

• Recruit, onboard, and nurture a team of about 7 Account Executives.

• Conduct weekly forecast meetings, one-on-ones, Gong call evaluations, and pipeline cleanliness audits.

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

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

• Lead team gatherings focused on training, enablement, and performance enhancement.

• Contribute to company offsite activities and leadership projects.

• Work closely with 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 leading a B2B SaaS sales team.

• Proven success in hiring, onboarding, and developing sales representatives at various skill levels.

• Demonstrated experience in selling complex B2B SaaS solutions.

• Proficient understanding of MEDDPICC.

• Strong focus on rigorous deal qualification and maintaining pipeline hygiene.

• Accurate forecasting on a quarterly and weekly basis.

• Hands-on experience in reviewing calls, facilitating training sessions, and participating in customer meetings.

• Familiarity with HubSpot and revenue intelligence platforms such as 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 promoting AEs into leadership roles is advantageous.

• Must pass 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 to support 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.

• Paid Parental Leave for 18 weeks.

• Personal Leave Allowance, inclusive of sick and carer's leave.

• Fully remote work environment with no mandatory office presence.

• Provision of high-spec laptops.

• Generative AI subsidy for paid subscriptions.

• Comprehensive health insurance coverage.

• Commission.