Regional Sales Manager

UpGuard Inc.•Austin, TX

1d•$135,000 - $168,000•Remote

About The Position

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. UpGuard is a global leader in cybersecurity, with products spanning attack surface management, third-party risk management, shadow AI, and threat detection. For over 10 years we've worked with many of the world's largest organizations. The US market is a key driver of our growth, and we're expanding our North America sales organization to keep pace. We're looking for a Regional Sales Manager to join our Sales leadership team and lead a 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.

Requirements

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

Nice To Haves

Cybersecurity or third-party risk management experience.
A history of developing SDRs into AEs, or AEs into leaders.

Responsibilities

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

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
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.