Regional Sales Manager

Regional Sales Manager

UpGuard's mission is to make life easier for security teams. We meticulously create robust solutions that enable our customers to identify, assess, and remediate cybersecurity risk across their attack surface, vendor ecosystem, workforce, and trust relationships. Our integrated cyber risk posture management platform combines comprehensive security ratings, instant risk assessments, templated security questionnaires, threat intelligence capabilities, and agentic AI to give organizations a holistic view of their risk surface.

At UpGuard, our Sales team has not only been pivotal in growing our business but, more importantly, showing the value of our product daily. We have a highly collaborative sales culture and take on a consultative approach, focusing solely on what's best for the customer. In 2024, 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.

UpGuard is a global industry leader in cybersecurity attack surface, vendor risk, threat monitoring, and risk management. With 10+ years of experience and working with many of the largest organizations globally, our continued expansion within the US market is a key driver for us.

We are looking for a dynamic, self-motivated, and ambitious strategic thinker with a successful track record to join our Sales leadership team as a Regional Sales Manager for the Eastern region. This position will report to UpGuard's Head of Sales in North America. Our Sales teams are focused on new customer acquisition, driving the entire company forward by bringing our SaaS platform to new customers.

UpGuard's US sales performance team has exceeded quota, and we're looking for a leader to help us expand our success in 2026 and beyond. You will lead a team of Account Executives with a winning track record and have the opportunity to make an immediate impact and scale the team.

What Will You Accomplish?

The scope of this role is to build, coach, and lead all net new logo commercial activities across the US East Sales Team. This individual will:

• Lead and Inspire: Recruit, mentor, develop, and retain a high-performing team of Account Executives focused on the Mid-Market segment.
• Drive Revenue: Accurately forecast monthly and quarterly sales results, implementing data-driven initiatives to continually exceed goals.
• Strategize and Close: Own the sales strategy and executive relationships for the region's opportunities, ensuring deal momentum and successful closure.
• Champion Collaboration: Act as the voice for the East region, ensuring seamless and effective collaboration across all functions (SDRs, Sales Engineering, Revenue Operations, Enablement, Customer Success, etc.) to optimize results.
• Develop Talent: Foster close alignment between team leaders and individual contributors to deliver robust mentorship and accelerated career development for our high-performers.

What Do We Need From You?

• Proven Sales Leadership: A minimum of 3 years of demonstrated success managing a B2B sales team, including direct experience in recruiting, training, and retaining high-performing Account Executives.
• SaaS Expertise: Prior experience in B2B SaaS, specifically selling complex or technical solutions in a competitive environment.
• Operational Excellence: The ability to effectively plan, monitor, and measure the daily and weekly activities of a sales team, leveraging performance insights and data to continually drive team improvement.
• Tech Stack Mastery: Hands-on experience coaching teams using key sales technology platforms, including proficiency with a modern CRM (e.g., HubSpot) and Revenue Intelligence tools (e.g., Gong).
• Strategic Problem Solving: An innate ability to simplify complex internal and external challenges, removing friction and making it easy for internal teams and customers to collaborate and succeed.
• Goal-Driven Mindset: A strong goal-orientation, coupled with a deep appreciation for collaborative success, actively seeking out ideas and differences of opinion to achieve superior results.

What's In It For You?

• Own Your Impact: This is a career-defining opportunity to manage and build a core growth engine for a profitable, global cybersecurity leader. You'll work in a highly collaborative environment to execute the vision and see your strategies translate directly into business results.
• Strategic Visibility: Partner closely with the Senior Leadership team to refine regional strategy, manage resource allocation, and gain direct exposure to how global business decisions are made.
• Solve Meaningful Problems: Dive deep into the evolving world of cybersecurity and vendor risk. You'll work with a platform processing billions of data points daily, solving highly technical and interesting problems at a significant scale.
• Monthly Lifestyle Subsidy: Our employees 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.
• Generous Compensation: The base salary for this role is between $120,000 and $130,000. You will also receive commission based on your team's performance. With commission included, the yearly on-target earnings will be from $240,000 to $260,000. Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience.
• $1,500 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.