[All remote jobs](https://jobicy.com/jobs.md)[![UpGuard logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/474a12c7-221.png)](https://jobicy.com/company/upguard.md)[UpGuard](https://jobicy.com/company/upguard.md) # Manager, Account Management Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/upguard.md)ShareRemote from[USA](https://jobicy.com/job-region/usa.md)SalaryUSD 150k–170k / yrDepartment[Customer Support & Success](https://jobicy.com/categories/supporting.md)EmploymentFull TimeExperienceDirectorPublished13 Oct 2026Apply before12 Nov 2026Listing views42Application actions2Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. AI Summary ## The role, at a glance. UpGuard is hiring a Manager of Account Management to lead a post-sales team serving high-touch B2B SaaS customers. The role owns revenue retention and expansion through renewals, cross-sells, upsells, forecasting, and executive account strategy. This manager will coach Account Managers, use HubSpot and Gong to improve performance, and partner closely with Sales, Marketing, and Product. Candidates need leadership experience in post-sales functions, B2B SaaS account-management experience, and strong customer-centric commercial judgment. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 4/5EasyHard ### Pace & Pressure 4/5RelaxedFast-paced ### Autonomy Level 4/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a senior customer-facing leadership role with direct accountability for retention, expansion forecasting, executive relationships, and team performance. Success requires balancing commercial outcomes, people development, and cross-functional influence in a cybersecurity SaaS environment. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Market rate$160,000US market range (per year)$145k–$190k0$209.00k AI insightThe employer discloses a base compensation range of $150,000–$170,000 USD per year, with a midpoint of $160,000. This is a credible range for a US-based Account Management leadership role in B2B SaaS; the estimated broader market range is $145,000–$190,000 USD annually and may vary by location, team scope, cybersecurity experience, and variable compensation structure. ## Core skills Skills and capabilities most closely associated with this opportunity. [Account Management](https://jobicy.com/jobs?search_keywords=Account%20Management.md)[Customer Retention](https://jobicy.com/jobs?search_keywords=Customer%20Retention.md)[Revenue Expansion](https://jobicy.com/jobs?search_keywords=Revenue%20Expansion.md)[Renewal Management](https://jobicy.com/jobs?search_keywords=Renewal%20Management.md)[Upselling](https://jobicy.com/jobs?search_keywords=Upselling.md)[Cross-selling](https://jobicy.com/jobs?search_keywords=Cross-selling.md)[B2B SaaS](https://jobicy.com/jobs?search_keywords=B2B%20SaaS.md)[People Leadership](https://jobicy.com/jobs?search_keywords=People%20Leadership.md)[Sales Forecasting](https://jobicy.com/jobs?search_keywords=Sales%20Forecasting.md)[Executive Relationship Management](https://jobicy.com/jobs?search_keywords=Executive%20Relationship%20Management.md)[HubSpot](https://jobicy.com/jobs?search_keywords=HubSpot.md)[Gong](https://jobicy.com/jobs?search_keywords=Gong.md)[MEDDPICC](https://jobicy.com/jobs?search_keywords=MEDDPICC.md)[Customer Success](https://jobicy.com/jobs?search_keywords=Customer%20Success.md)[Cybersecurity](https://jobicy.com/jobs?search_keywords=Cybersecurity.md) Sample interview questionsHow have you improved renewal and expansion results for an Account Management team?I begin by segmenting the customer portfolio by renewal risk, expansion potential, adoption, and strategic value. I establish clear account plans, inspection rhythms, and leading indicators such as product engagement, stakeholder alignment, and renewal-stage progression. I then coach managers and individual contributors on targeted actions, while partnering with Product and Support to remove recurring adoption barriers. How would you forecast monthly and quarterly retention and expansion revenue? I would maintain a structured forecast that separates committed, best-case, pipeline, and risk categories for renewals and expansion opportunities. Each forecast call would be supported by documented customer signals, close plans, executive sponsor status, commercial timing, and identified blockers. I would compare forecast accuracy over time and coach the team on evidence-based updates rather than relying on optimism. Describe your approach to coaching Account Managers who have different performance levels. I tailor coaching to the individual's capability and the business outcome required. For developing Account Managers, I focus on core account-planning, discovery, value articulation, and renewal-process skills; for high performers, I provide strategic stretch assignments and leadership opportunities. In all cases, I use call reviews, pipeline inspections, measurable goals, and consistent feedback to create accountability and growth. How would you build executive relationships within strategic cybersecurity accounts? I would first understand the customer's security priorities, business objectives, risk environment, and buying process. From there, I would create an executive engagement plan that connects UpGuard's outcomes to measurable risk reduction, operational efficiency, and stakeholder confidence. I would ensure each interaction has a clear purpose, relevant insights, and defined next steps shared across the account team. How do you work cross-functionally when customer feedback reveals a product or process issue? I translate customer feedback into a clear business case with supporting data, customer impact, revenue exposure, and recommended action. I align with Product, Support, Sales, and Marketing on ownership, timelines, and customer communications rather than treating the issue as an isolated escalation. I also close the loop with the customer and use recurring patterns to improve the post-sale process at scale. Opportunity details ## About this role. ### 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. Where does this role fit in? We are looking for a dynamic, self-motivated, and ambitious strategic thinker with a successful track record to join our leadership team as a Manager of Account Management. This position will report to the Head of Customer Success, Americas. Our Account Management team is focused on driving revenue retention and expansion through renewals, cross-sells, and upsells for our highest-touch customers. We work closely with Sales, Marketing, and Product to ensure customer satisfaction and long-term success. What will you do? * Build and lead a team of Account Managers focused on managing renewals, cross-sells, and upsells for high-touch customers * Scale, mentor, and develop a high-performing Account Management team * Accurately forecast monthly and quarterly revenue retention and expansion results * Drive strategy and build executive relationships for top accounts * Collaborate closely with cross-functional teams (Sales, Marketing, Product) to optimize results and customer engagement * Use data and metrics to assess team performance and implement improvement initiatives * Ensure adherence to UpGuard’s post-sale processes and standards * Foster a culture of accountability and customer-first thinking within the team * Build close alignment with team leaders and individual contributors to support mentorship and career growth for high-performers * Develop and execute customer retention strategies, ensuring high customer satisfaction and long-term account stability. What will you bring? * A minimum of 2 years of leadership experience managing Account Managers or similar post-sales teams, with a proven track record in revenue retention and expansion * At least 3 years of experience in B2B SaaS as an individual contributor, ideally with a focus on renewals, cross-sells, upsells, and a proven track record * Experience in leveraging post-sales technology stacks such as Hubspot (CRM) and Gong (Revenue Intelligence) to coach and guide your team * Demonstrated ability to plan, monitor, and optimize post-sale activities based on team performance and customer feedback * A problem-solver who simplifies complex challenges and fosters collaboration across teams * Leadership with an executive presence, capable of influencing at all levels * A customer-centric mindset, passionate about building and nurturing long-term relationships * A goal-oriented, collaborative approach that thrives on teamwork and diverse perspectives What will give you an edge? * Familiarity with MEDDPICC sales methodology and process * Experience with cybersecurity and TPRM (Third-Party Risk Management) products 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, 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. 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