Regional Sales Manager

• 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 a 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, RevOps, and Customer Success in a low-ego, highly collaborative environment

Benefits

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

• Experience selling complex B2B SaaS solutions
• Experience using HubSpot and revenue intelligence tools such as Gong to coach reps and manage pipeline health
• Willingness to travel up to ~3 trips a quarter for quarterly company offsites, key in-person customer meetings, and conferences
• 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
• Accurate quarterly and weekly forecasting
• A strong communicator who cuts through complexity and builds trust across Sales, Sales Engineering, RevOps, and CS
• Hands-on fluency with MEDDPICC and a commitment to rigorous deal qualification and pipeline hygiene
• A practical, hands-on approach: you’re comfortable reviewing calls, leading training, and joining customer meetings
• A history of developing SDRs into AEs, or AEs into leaders
• Cybersecurity or third-party risk management experience