Growth Account Executive

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.We have a rapidly growing customer base at UpGuard, but one thing has remained the same, our customers always come first! Our Success team is determined to help solve the needs and challenges that our customers face on a daily basis. We consistently think outside the box to find new ways to help our customers thrive throughout their journeys with UpGuard. We're on the lookout for individuals who have a passion for helping others, fixing problems, and building long-lasting relationships with new customers. You will also have a commercial mindset to identify opportunities to expand our customer accounts and elevate adoption of our products to new heights.Due to continued growth we recognize the importance of expanding our footprint and deepening our relationships within our target markets. Our product suite has evolved, reflecting the needs of our clientele and the innovation central to our mission. There's an exciting opportunity to capitalize on untapped potential and avenues for growth. The Growth Account Executive role is pivotal to our next phase. We're seeking a dedicated individual who can not only foster new relationships but also cultivate and expand our existing ones. This isn't just about hitting quotas; it's about being an ambassador for UpGuard, sharing our vision and value.As a Growth Account Executive, you'll report into the Growth Account Manager and be responsible for driving revenue through upselling existing accounts. You will utilize a deep understanding of our product suite, a passion for customer success, and a consultative sales approach to foster long-term growth and relationships.What will you accomplish?
- Manage the expansion cycle, from lead generation to close
- Generate your pipeline of qualified expand opportunities
- Perform product demos via video conference to customers
- Communicate and sell UpGuard's value proposition to customers
- Maintain accurate and detailed notes on every deal in your pipeline
- Work as a team with Customer Success Specialist (CSSs), Customer Success Managers (CSM's), and Operations to complete a full sales cycle
- Collaborate with other Growth 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 suppliersWhat do we need from you?
- At least 2 years of cyber risk sales at a B2B SaaS company
- A high level competency of cyber risk management or risk management frameworks
- 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
- Ability to generate individual opportunities and seem them to close
- Manage the end to end expansion sales cycle
- Create, manage and execute on expansion strategies
- You are highly process and detail-orientedWhat will give you and edge?
- Experience using a HubSpot, Intercom and ChurnZero
- Technical background (Bsc Comp Sci or Equivalent)
- Proven track record selling to companies in multiple industries and achieving targets
- An understanding of Australian and West Coast US marketsUpGuard is a Certified Great Place to Work® in the US, Australia, India, and were recently recognised as one of UK's Best Workplaces® 2024, establishing its position as a leading global technology employer. 99% of team members agree that UpGuard is a great place to work, apply now to find out why!As an Equal Employment Opportunity and Affirmative Action Employer, qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status.