客户经理
Account Manager
### **我们是谁？**
在 UpGuard，我们正在用人工智能驱动的精准性取代手动的安全瓶颈。刚刚完成 7500 万美元 C 轮融资后，我们正在扩展基础设施，以每天处理 1000 亿个风险信号。这不仅仅是增长；而是对全球管理网络风险方式的彻底重新定义。
我们打造了网络安全态势管理（CRPM）平台，安全团队真正喜欢的平台。通过整合安全评级、威胁情报和代理型 AI，我们使组织能够领先于不断变化的攻击面。
我们不只是打造另一个工具；而是在定义一个新类别。我们提供自主开发世界级技术的能力以及在全球范围内实现这一目标的资源。
**为什么我们要招聘这个职位？**
由于网络安全行业的持续增长，我们的团队正在扩大，我们需要一名客户经理加入我们高绩效的团队，专注于关键客户的收入留存和增长。理想的候选人应具备扎实的商业背景，最好有客户执行或 SaaS 续约方面的经验，并且熟悉网络安全领域，特别是第三方风险管理（TPRM）。
作为客户经理，你将向客户管理总监汇报，并在推动现有客户续约和发现收入增长机会方面发挥关键作用。你将与跨职能团队紧密合作，确保客户从我们的平台上持续获得价值，专注于战略客户管理和合同谈判。你处理复杂客户关系并理解其独特业务需求的能力对于实现我们的增长目标至关重要。
**你会做什么？**
- 推动续约：负责关键客户的续约流程，确保及时且成功的合同续约。
- 收入留存：实施策略来保护现有收入，主动识别风险并在其影响业务之前加以解决。
- 收入增长：与销售团队合作，在你的客户中寻找升级和交叉销售的机会，为整体收入增长做出贡献。
- 合同谈判：主导续约和扩展的谈判，与法务和财务团队密切合作，制定有利的协议。
- 市场洞察：了解行业趋势、竞争格局和客户需求，提供有见地的建议以推动客户发展。
查看英文原文
### **Who are we?**
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.
**Why are we hiring for this role?**
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 Head 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.
**What will you do?**
- 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.
**What will you bring?**
- 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
**What will give you an edge?**
- 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 existing accounts.
- Cyber Security Certifications: Relevant certifications in cyber security or TPRM that demonstrate your expertise and commitment to the field.
**What's in it for you?**
- **Monthly Lifestyle subsidy:** Use this for financial, physical, and mental well-being
- **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
- **$1500 USD annual Learning & Development allowance:** To support your career development, all team members will be able to expense development opportunities against this allowance
- **Annual leave:** PTO plus two additional UpGuardian leave days to give you 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 role
- **Generative AI subsidy:** UpGuard provides paid subscriptions for all team members to access generative AI tools to support their work.
- **Health Insurance:** Access to comprehensive coverage.
UpGuard is a Certified Great Place to Work® in the US, Australia, UK and India, 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.
**Please Note:** Not all roles can be performed from the United States. Please check your specific job listing to confirm its advertised location. If the role you are applying for is listed as based in the US, we are currently only able to support hiring in the following locations: CA, CO, FL, IL, LA, MA, MD, MO, OR, PA, TX, WA, and DC.
Before starting work with us, you will need to undertake a national police history check and reference checks. Also, please note that at this time, we cannot support candidates requiring visa sponsorship or relocation.