Account Manager, UpGuard
More information about location
Third-party risk & attack surface management
Be an early applicant
Third-party risk & attack surface management
201-500 employees
Be an early applicant
More information about location
201-500 employees
Company mission
To give businesses a full and comprehensive view of their risk surface.
Role
Who you are
- We’re on the lookout for individuals who have a passion for helping others, fixing problems, and building long-lasting relationships with new customers
- Commercial Experience: Previous experience as an Account Executive or in a similar commercial role, with a strong track record in SaaS renewals and revenue growth
- Cyber Security Knowledge: A solid understanding of the cyber security landscape, particularly in Third-Party Risk Management (TPRM)
- Negotiation Skills: Proven ability to negotiate contracts and renewals, balancing client needs with company goals
- Strategic Mindset: Ability to think strategically about account growth, identifying opportunities for expansion and mitigating potential risks
- Data-driven: Proficient in using data to drive decisions, with a focus on metrics that impact renewals and revenue growth
- Collaboration: Ability to work effectively with cross-functional teams to drive account success
Desirable
- Sales Background: Experience as an Account Executive or in a similar sales role, with a strong understanding of the commercial aspects of SaaS renewals
- Industry-Specific Knowledge: Deep understanding of the cyber security industry, particularly in the context of SaaS solutions
- Advanced Negotiation Skills: Expertise in structuring and negotiating complex contracts, particularly in a SaaS environment
- Proven Success in SaaS Renewals: Demonstrated success in driving high renewal rates and identifying revenue expansion opportunities within existing accounts
- Cyber Security Certifications: Relevant certifications in cyber security or TPRM that demonstrate your expertise and commitment to the field
- Language Skills: Proficiency in Spanish
What the job involves
- Due to continued growth in the cybersecurity sector, our team is expanding, and we require an Account Manager to join our high-performing team to focus on revenue retention and expansion within our key accounts
- As an Account Manager, you'll report to the Manager of Account Management and play a pivotal role in driving renewals and identifying opportunities for revenue growth within our existing client base
- You will work closely with cross-functional teams to ensure that our clients see continuous value from our platform, focusing on strategic account management and contract negotiation
- Your ability to navigate complex client relationships and understand their unique business needs will be essential in achieving our growth objectives
- Drive Renewals: Take ownership of the renewal process for a portfolio of key accounts, ensuring timely and successful contract renewals
- Revenue Retention: Implement strategies to safeguard existing revenue, proactively identifying risks and addressing them before they impact the business
- Revenue Expansion: Collaborate with sales teams to identify upsell and cross-sell opportunities within your accounts, contributing to overall revenue growth
- Contract Negotiation: Lead negotiations for renewals and expansions, working closely with legal and finance teams to structure favorable agreements
- Market Insights: Stay informed about industry trends, competitive landscape, and client needs to offer informed recommendations that drive client value and satisfaction
- Collaboration: Partner with sales, customer success, and marketing teams to align on account strategies and ensure a cohesive approach to client growth
- Reporting & Metrics: Track and report on renewal rates, upsell success, and overall account health, using data to inform decision-making and strategy adjustments
Salary benchmarks
Our take
Data protection is an essential part of maintaining an online business, but many organizations are misled into believing that they must only protect their own use of their first-party data. However, a large amount of enterprise risk is in fact associated with the third and fourth party usage of this sensitive data, and software that monitors this is relatively uncommon.
UpGuard provides a digital platform for the management of third-party risk, providing dashboards that facilitate the monitoring of data being used by vendors, security questionnaires, and other third parties. The company provides three product packages that focus on risk management, data breaches and security services, each designed with visual interfacing to provide accessible and actionable insights.
Whilst many software packages on the market aim to protect internal security and data breaches for clients, UpGuard has found a gap in the market by identifying when third-party use of data has become problematic. The company continues to enhance its platform with AI-assisted capabilities like "Autofill" that supports security questionnaire completion rates by reducing the time it takes vendors to fill in their responses.
Steph
Company Specialist at Welcome to the Jungle
Insights
34% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Jun 2021
$19m
SERIES B
Aug 2016
$17m
SERIES B
Total funding: $46m
Company benefits
- Free lunches and coffee
- Gym reimbursement
- Flexible work arrangements (work-from-home)
Company HQ
Old Mountain View, Mountain View, CA
Leadership
Mike Baukes
(Founder & CEO)Entrepreneur and consultant. Former Co-Founder and Co-CEO at ScriptRock, and was a Mentor at Startmate.
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