[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) # Account Manager 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 90k–100k / yrDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished16 Oct 2026Apply before15 Nov 2026Listing views38Application actions1Application 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 seeking a commercial Account Manager to retain and expand revenue across key cybersecurity SaaS accounts. The role owns renewals, identifies upsell and cross-sell opportunities, negotiates agreements, and monitors account health and retention metrics. Success requires strong SaaS account-management experience, strategic client relationship skills, and familiarity with cybersecurity, especially third-party risk management. The Account Manager will partner closely with sales, customer success, marketing, legal, and finance teams in a fully remote work environment. ## 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 commercially accountable role involving complex renewals, expansion motions, and contract negotiations with strategic customers. It requires independent account planning alongside close coordination across internal teams and senior client stakeholders. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Market rate$95,000US market range (per year)$90k–$130k0$143k AI insightThe employer discloses a base salary range of $90,000–$100,000 USD per year, with a midpoint of $95,000. For a US-based cybersecurity SaaS Account Manager focused on renewals and expansion, the estimated annual market range is $90,000–$130,000 USD; variable compensation, if any, is not disclosed. ## Core skills Skills and capabilities most closely associated with this opportunity. [SaaS account management](https://jobicy.com/jobs?search_keywords=SaaS%20account%20management.md)[Customer retention](https://jobicy.com/jobs?search_keywords=Customer%20retention.md)[Renewal management](https://jobicy.com/jobs?search_keywords=Renewal%20management.md)[Revenue expansion](https://jobicy.com/jobs?search_keywords=Revenue%20expansion.md)[Upselling](https://jobicy.com/jobs?search_keywords=Upselling.md)[Cross-selling](https://jobicy.com/jobs?search_keywords=Cross-selling.md)[Contract negotiation](https://jobicy.com/jobs?search_keywords=Contract%20negotiation.md)[Strategic account planning](https://jobicy.com/jobs?search_keywords=Strategic%20account%20planning.md)[Third-party risk management](https://jobicy.com/jobs?search_keywords=Third-party%20risk%20management.md)[Cybersecurity](https://jobicy.com/jobs?search_keywords=Cybersecurity.md)[Account health reporting](https://jobicy.com/jobs?search_keywords=Account%20health%20reporting.md)[Data analysis](https://jobicy.com/jobs?search_keywords=Data%20analysis.md)[Stakeholder management](https://jobicy.com/jobs?search_keywords=Stakeholder%20management.md)[Cross-functional collaboration](https://jobicy.com/jobs?search_keywords=Cross-functional%20collaboration.md)[Customer relationship management](https://jobicy.com/jobs?search_keywords=Customer%20relationship%20management.md) Sample interview questionsHow would you approach an upcoming renewal for a strategic account that has shown declining product engagement?I would first review usage, support, stakeholder, and commercial data to identify likely adoption barriers and renewal risks. I would align with customer success and the account's executive sponsors on a recovery plan, reconnect the customer to measurable business outcomes, and establish a mutual action plan well before the renewal date. Describe how you identify and qualify an expansion opportunity within an existing SaaS account. I use account usage patterns, organizational changes, stated business priorities, and feedback from stakeholders to identify unmet needs. I then validate the opportunity against the customer's outcomes, quantify the expected value, involve the appropriate sales and product partners, and present a relevant expansion proposal rather than a generic upsell. How do you balance customer needs with company objectives during a difficult contract negotiation? I prepare by understanding the customer's priorities, the commercial guardrails, and the value delivered by the platform. I focus on mutually beneficial options such as term length, scope, packaging, or phased adoption while escalating nonstandard legal or pricing issues early to internal partners. Which metrics would you use to assess the health of a portfolio of accounts? I would track renewal rate, gross and net revenue retention, expansion pipeline, product adoption, stakeholder engagement, support trends, customer sentiment, and time remaining to renewal. Together, these indicators help prioritize risks and reveal accounts with credible growth potential. What is your experience working with cybersecurity or third-party risk management customers? I would demonstrate an ability to understand security stakeholders' objectives, translate platform capabilities into business and risk outcomes, and stay current on the relevant threat and compliance landscape. For TPRM specifically, I would focus conversations on vendor visibility, security ratings, remediation workflows, and scalable risk management. 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. 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, 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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