Manager of Account Management

• 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
• We are looking for a dynamic, self-motivated, and ambitious strategic thinker with a successful track record to join our leadership team as a Manager of Account Management
• This position will report to the Head of Customer Success, Americas. Our Account Management team is focused on driving revenue retention and expansion through renewals, cross-sells, and upsells for our highest-touch customers. We work closely with Sales, Marketing, and Product to ensure customer satisfaction and long-term success
• Build and lead a team of Account Managers focused on managing renewals, cross-sells, and upsells for high-touch customers
• Scale, mentor, and develop a high-performing Account Management team
• Accurately forecast monthly and quarterly revenue retention and expansion results
• Drive strategy and build executive relationships for top accounts
• Collaborate closely with cross-functional teams (Sales, Marketing, Product) to optimize results and customer engagement
• Use data and metrics to assess team performance and implement improvement initiatives
• Ensure adherence to UpGuard’s post-sale processes and standards
• Foster a culture of accountability and customer-first thinking within the team
• Build close alignment with team leaders and individual contributors to support mentorship and career growth for high-performers
• Develop and execute customer retention strategies, ensuring high customer satisfaction and long-term account stability

Benefits

• Free lunches and coffee
• Gym reimbursement
• Flexible work arrangements (work-from-home)
• Health, dental, and vision benefits
• A 401(k) plan

• A problem-solver who simplifies complex challenges and fosters collaboration across teams
• Experience in leveraging post-sales technology stacks such as Hubspot (CRM) and Gong (Revenue Intelligence) to coach and guide your team
• At least 3 years of experience in B2B SaaS as an individual contributor, ideally with a focus on renewals, cross-sells, upsells, and a proven track record
• A goal-oriented, collaborative approach that thrives on teamwork and diverse perspectives
• Demonstrated ability to plan, monitor, and optimize post-sale activities based on team performance and customer feedback
• Leadership with an executive presence, capable of influencing at all levels
• A customer-centric mindset, passionate about building and nurturing long-term relationships
• A minimum of 2 years of leadership experience managing Account Managers or similar post-sales teams, with a proven track record in revenue retention and expansion
• Familiarity with MEDDPICC sales methodology and process
• Experience with cybersecurity and TPRM (Third-Party Risk Management) products