Regional Sales Manager, UpGuard
$240-260k
OTE
$120-130k
BASE
Offers commission based on your team's performance
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
$240-260k
OTE
$120-130k
BASE
Offers commission based on your team's performance
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
- Proven Sales Leadership: A minimum of 3 years of demonstrated success managing a B2B sales team, including direct experience in recruiting, training, and retaining high-performing Account Executives
- SaaS Expertise: Prior experience in B2B SaaS, specifically selling complex or technical solutions in a competitive environment
- Operational Excellence: The ability to effectively plan, monitor, and measure the daily and weekly activities of a sales team, leveraging performance insights and data to continually drive team improvement
- Tech Stack Mastery: Hands-on experience coaching teams using key sales technology platforms, including proficiency with a modern CRM (e.g., HubSpot) and Revenue Intelligence tools (e.g., Gong)
- Strategic Problem Solving: An innate ability to simplify complex internal and external challenges, removing friction and making it easy for internal teams and customers to collaborate and succeed
- Goal-Driven Mindset: A strong goal-orientation, coupled with a deep appreciation for collaborative success, actively seeking out ideas and differences of opinion to achieve superior results
What the job involves
- We are looking for a dynamic, self-motivated, and ambitious strategic thinker with a successful track record to join our Sales leadership team as a Regional Sales Manager for the Eastern region
- This position will report to UpGuard’s Head of Sales in North America. Our Sales teams are focused on new customer acquisition, driving the entire company forward by bringing our SaaS platform to new customers
- UpGuard's US sales performance team has exceeded quota, and we’re looking for a leader to help us expand our success in 2026 and beyond. You will lead a team of Account Executives with a winning track record and have the opportunity to make an immediate impact and scale the team
- The scope of this role is to build, coach, and lead all net new logo commercial activities across the US East Sales Team. This individual will:
- Lead and Inspire: Recruit, mentor, develop, and retain a high-performing team of Account Executives focused on the Mid-Market segment
- Drive Revenue: Accurately forecast monthly and quarterly sales results, implementing data-driven initiatives to continually exceed goals
- Strategize and Close: Own the sales strategy and executive relationships for the region's opportunities, ensuring deal momentum and successful closure
- Champion Collaboration: Act as the voice for the East region, ensuring seamless and effective collaboration across all functions (SDRs, Sales Engineering, Revenue Operations, Enablement, Customer Success, etc.) to optimize results
- Develop Talent: Foster close alignment between team leaders and individual contributors to deliver robust mentorship and accelerated career development for our high-performers
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)
- 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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