Revenue Operations Manager, UpGuard
$120-150k
More information about location
Third-party risk & attack surface management
Open for applications
Third-party risk & attack surface management
201-500 employees
Open for applications
$120-150k
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 high-energy individuals who are hungry to get better every day, have a desire to win, and are seeking to sell a product that is helping solve a massive problem for businesses across the globe
- Experience: 5+ years in Revenue Operations, Sales Operations, or Business Operations within a high-growth B2B SaaS environment
- The "2IC" Mindset: You are comfortable operating autonomously. You have the judgment to distinguish between a decision you can make instantly and one that requires global alignment
- Leader in AI adoption: proficiency with AI and automating tasks. We’ve invested a lot already and you will be a key partner to our GTM Engineering team
- Business Partner DNA: You have experience supporting senior sales leaders. You can speak their language, understand their pressure points, and earn their trust as a peer
- Analytical & Financial Rigor: You are an expert in Excel/Google Sheets. You can model a complex commission plan and analyze a forecast variance with precision
- Technical Proficiency: You are proficient in Salesforce or HubSpot. You are comfortable navigating the backend to build reports and understand data schemas, even if you aren't writing code. This role will do little CRM configuration but its important you understand it
- Communication Style: You are direct, transparent, and empathetic. You can deliver bad news (e.g., "This deal doesn't qualify for commission") without damaging the relationship
- Location: Must be based on the West Coast of North America (Pacific Time Zone preferred) to maximize overlap with Australia and align with US leadership
What the job involves
- We are seeking a Revenue Operations Manager to share global accountability with the VP of Revenue Operations
- This is a worldwide mandate, not a regional one. With the VP based in Australia, we need a strategic partner to hold the reins of the global business during the Americas' operating hours
- You will be fully empowered to make decisions that affect our global strategy, serving as the primary point of contact for senior leadership while the Australian team is offline
- This is not a back-office administrative role. It is a strategic Business Partner role. You will sit at the table with our Sales and Customer Success Vice Presidents, translating their strategies into operational reality
- You will be empowered to make decisions, and manage the rhythm of the business, and own the financial incentives that drive our growth
- You will join a strong RevOps team that already includes dedicated Systems Administrators (managing our tech stack) and Deal Desk Managers (managing transactions)
- Your role is to orchestrate and ensure that the systems, the deals, and the strategy all come together to hit our revenue targets
- Proxy Leadership: Act as the primary operational decision-maker for the North American time zone. You will handle escalations, approve exceptions within policy, and provide immediate guidance to leadership without waiting for the Australian team to wake up
- Thought Partnership: Collaborate with Sales and Success leaders to identify risks and opportunities. Don't just report the news; make the news. If a territory is underperforming, analyze why and propose a solution
- Cross-Functional Orchestration: Serve as the "front door" for RevOps in the Americas. You will triage requests, determining what needs to go to the Systems team, what needs Deal Desk support, and what requires with global stakeholders
- Forecasting Excellence: Own the global forecasting process. Run the weekly forecast calls, pressure-test deals using our methodology (MEDDPICC), and deliver a predictable number
- Pipeline Hygiene: Monitor the health of the funnel. rigorous analysis of stalled deals, stage duration, and conversion rates. You will hold the team accountable to the "truth" of the data
- QBRs and Planning: Lead the data preparation and operational structure for Quarterly Business Reviews, ensuring discussions are grounded in fact, not opinion
- Commission Incentives: Take full operational ownership of the sales compensation process. You will calculate monthly commissions, design plans and ensure alignment to strategy. Act as the neutral arbiter for commission disputes, resolving them with fairness and transparency in line with our "No games" value
- Dynamic Territory Management: Manage the allocation of patches and accounts. Use data to carve territories that ensure equitable opportunity and maximize market coverage
- The "Product Manager" for Ops: You will collaborate with the RevOps Systems team to request new builds. You will write the user stories, define the business requirements, and assist in User Acceptance Testing (UAT)
- Insights & Dashboards: You will be in charge of the dashboards that drive our key roles. You will build "simple things" (reports, dashboards, list views) yourself in HubSpot/Salesforce to provide immediate value, while escalating complex architectural changes to the Systems team
- Change Management: Partner with the Sales Enablement team to roll out new processes and tools. You are the "Process Owner" who ensures that a new process is understood, trained, and adopted by the field
- Adoption Monitoring: Track the usage of our tools and processes. If the team isn't using a new workflow, find out why and fix it
- While Systems and Deal Desk are well-supported, you will act as a knowledgeable backup and escalation point, ensuring no bottleneck stops a deal from closing. The US is our biggest and we need well-reasoned decision making when Australian leadership is offline
Application process
- Before starting work with us, you will need to undertake a national police history check and reference checks
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 6 rounds)
Feb 2026
$75m
SERIES C
Jun 2021
$19m
SERIES B
Total funding: $121m
Company benefits
- Free lunches and coffee
- Gym reimbursement
- Flexible work arrangements (work-from-home)
- A 401(k) plan
- Health, dental, and vision benefits
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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