Regional Sales Manager

At UpGuard, we are replacing manual security bottlenecks with AI-driven precision. Fresh off a US $75M Series C, we are scaling our infrastructure to process 100 billion risk signals daily. This isn't just growth; it's a total reimagining of how the world manages cyber risk.

We build the Cyber Risk Posture Management (CRPM) platform that security teams actually love. By integrating security ratings, threat intel, and agentic AI, we empower organisations to stay ahead of an ever evolving attack surface. We aren't just building another tool; we're defining a category. We provide the autonomy to ship world-class technology and the resources to do it at a global scale.

UpGuard is a global leader in cybersecurity, with products spanning attack surface management, third-party risk management, shadow AI, and threat detection. For over 10 years we've worked with many of the world's largest organizations, including [notable customers or customer count, if allowed]. The US market is a key driver of our growth, and we're expanding our North America sales organization to keep pace.

We're looking for a Regional Sales Manager to join our Sales leadership team and [lead a newly formed team / take over an existing team] of Account Executives. You'll report to UpGuard's Head of Sales, North America. Our sales teams focus on new customer acquisition, bringing our SaaS platform to new customers and driving the company forward.

You'll build, coach, and lead all net-new logo activity for a team of Account Executives covering SME, Mid Market, and Emerging Enterprise accounts. Typical deals range from $40k with an 80-90 day sales cycle. In this role, you will:

• Own and deliver a team quota of ~$1.4M, using forecasting, pipeline analysis, and sales data to spot trends and hit revenue targets consistently.
• Hire, onboard, and develop a team of around 7 Account Executives, turning new hires into top performers and keeping your best people.
• Run weekly forecast calls, 1:1s, Gong call reviews, and pipeline hygiene audits, partnering with our Enablement team to fix friction points in the sales cycle.
• Join customer calls to move complex deals forward, and run sales cycles directly when needed.
• Lead team meetings on training, enablement, and performance, and contribute to company offsites and leadership initiatives.
• Work closely with SDRs, Sales Engineering, Rev Ops, and Customer Success in a low-ego, highly collaborative environment.

• 2+ years of direct people management of a B2B SaaS sales team (not team lead or IC experience), with a track record of hiring, onboarding, and developing reps at different skill levels.
• Experience selling complex B2B SaaS solutions
• Hands-on fluency with MEDDPICC and a commitment to rigorous deal qualification and pipeline hygiene.
• Accurate quarterly and weekly forecasting.
• A practical, hands-on approach: you're comfortable reviewing calls, leading training, and joining customer meetings.
• Experience using Hub Spot and revenue intelligence tools such as Gong to coach reps and manage pipeline health.
• A strong communicator who cuts through complexity and builds trust across Sales, Sales Engineering, Rev Ops, and CS.
• Willingness to travel up to ~3 trips a quarter for quarterly company offsites, key in-person customer meetings, and conferences.

• Cybersecurity or third-party risk management experience.
• A history of developing SDRs into AEs, or AEs into leaders.

• Monthly Lifestyle subsidy:
  Use this for financial, physical, and mental well-being
• WFH set-up allowance:
  To ensure you have the right environment to work in, we will help you get set up within your first 3 months…