Account Executive

Who are we?UpGuard’s mission is to protect the world’s data. We obsessively seek out elegant, robust ways to enable our customers to find, acknowledge, and remediate cyber risk. With UpGuard, organizations leverage our security expertise and software to automate what was once laborious, spreadsheet-driven processes–whether it's monitoring the attack surface of hundreds of vendors or assessing the security of their own infrastructure. UpGuard is used by some of the world’s largest, fastest-growing, and most innovative companies.

At UpGuard, our Sales team has not only been pivotal in growing our business but more importantly, showing the value of our product on a daily basis. We have a highly collaborative sales culture and take on a consultative approach, focusing solely on what’s best for the customer. In 2023, our Sales team exceeded revenue targets and we’re only just getting started! We’re on the lookout for high-energy individuals who are hungry to get better every day, have a desire to win, and are seeking to sell a product that is helping solve a massive problem for businesses across the globe.

Where does this role fit in?UpGuard had a record-breaking 2020 where sales grew by 128% and new customer velocity increased by over 179%. The ride has only continued through 2021, 2022, and 2023 so with that, we are expanding our sales team to keep the momentum going!

Our sales team is expanding in all regions and the focus is on finding our next Account Executive. Could that be you?

We are looking for a full-time ambitious sales professional who is ready to make the next step in their career. You will get exposure to every aspect of our sales cycle from lead generation to close across a global portfolio of customers. If you are a highly process-oriented sales professional with a proven track record and an insatiable desire to do things better, let's talk!

What will you accomplish?

• Manage the full sales cycle, from lead generation to close.
• Generate your pipeline of qualified net new sales opportunities via cold outreach.
• Perform product demos via video conference to prospects.
• Communicate and sell UpGuard’s value proposition to prospects.
• Maintain accurate and detailed notes on every deal in your pipeline.
• Work as a team with Sales Development Representatives (SDRs), Technical Account Managers (TAMs), and Operations to complete a full sales cycle.
• Collaborate with other Account Executives and cross-departmentally to share knowledge and insights.
• As part of an entrepreneurial team in this rapidly growing business, you will help shape the future of businesses of all sizes and securely use technology to connect with customers, employees, and suppliers.

What will you bring?

• At least 3 years of technology-related sales or business development experience at a B2B SaaS company.
• You are a consistent top performer and have a history of exceeding your targets.
• Selling to Mid-Market & Enterprise customers, including C-level executives, is right in your comfort zone.
• You are an exceptional communicator, both written and spoken.
• Demonstrated success with complex commercial and legal negotiations, working with procurement, legal, and business teams.
• Experience working with and managing partners including global system integrators and packaged software vendors.
• You are highly process and detail-oriented.

What will give you an edge?

• Experience using Hubspot CRMTechnical background (BSc Comp Sci or Equivalent).
• Knowledge and understanding of the cybersecurity industry - ideally from a previous sales role in the industry.
• Proven track record selling to companies in the Financial Services industry.

What's in it for you?

• Monthly Lifestyle subsidy: use this for financial, physical, and mental wellbeing.
• 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 at UpGuard.
• Generous Compensation: The base salary range for this role is between $70,000 and $90,000. Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience.
• $1500 USD annual Learning & Development allowance: to support your career development all team members will be able to expense development opportunities against this allowance.
• Generous Annual Leave/PTO allowances: time to recharge your batteries.
• 18 weeks paid Parental Leave: irrespective of parenting role.
• Personal Leave allowance: this includes sick & carer’s leave.
• Fully remote working environment: while we have physical offices in Sydney & Hobart, we do not mandate compulsory attendance.
• Top-spec hardware: all team members will be provided with top-spec laptops for their roles.
• Personal device security & online privacy protection subsidy: UpGuard provides team members with a paid subscription to personal device security & online privacy protection platform.
• Generative AI subsidy: UpGuard provides paid subscriptions for all team members to access generative AI tools to support their work.