Account Manager

Who are we?

UpGuard’s mission is to make life easier for security teams. We meticulously create robust solutions that enable our customers to identify, assess, and remediate cybersecurity risk across their attack surface, vendor ecosystem, workforce, and trust relationships. Our integrated cyber risk posture management platform combines comprehensive security ratings, instant risk assessments, templated security questionnaires, threat intelligence capabilities, and agentic AI to give organizations a holistic view of their risk surface.

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. The ideal candidate will have a strong commercial background, ideally with experience as an Account Executive or in SaaS renewals, and will be well-versed in the cyber security landscape, particularly in Third-Party Risk Management (TPRM).

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.

• Commercial
  
  Experience:
  
  Previous experience as an Account Manager 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.
• We’re looking for someone who’s not just comfortable with change, but curious about it—especially when it comes to adopting AI tools that can enhance how we work

• 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…