UpGuard

Artificial Intelligence

• Operational Deep-Dives & Process Design - Conduct deep-dive sessions with cross-functional teams (Finance, Sales, CS, Legal, Security) and create detailed As-Is and To-Be process maps to identify bottlenecks and logic gaps
• Technical Translation & Specification - Write highly detailed Product Requirement Documents, design test cases and define success parameters
• Build automations and integrate AI powered tools: Be hands-on with creating n8n workflows, automation and as required, also be able to integrate new AI-powered tools with existing business processes
• Execution & Sprint Management - Maintain a healthy, prioritized backlog of tasks and ensure the team is working on high impact tasks. Monitor daily progress against project milestones and proactively flag any risks to the timeline.
• Adoption & Change Management - Create 'How-To' guides for every new automation launched, drive training sessions for the teams using these new tools to ensure high adoption rates and establish a system for users to report bugs or suggest improvements post-launch

AI and Automation Specialist

Performance Marketing

• Campaign Strategy & Ownership: Lead the end-to-end planning, development, and execution of integrated B2B SaaS marketing campaigns focused on brand awareness, authority and pipeline generation for your squad
• Platform Narrative Scaling: Develop and execute campaign themes that position UpGuard as a comprehensive platform solution. You will help shift the customer conversation from "solving a single problem" to "adopting a complete cyber risk ecosystem”
• Project Management & Coordination: Serve as the primary project manager, creating detailed campaign calendars and coordinating all inputs from the Product Marketing Manager, Content Writer, Creative, and Web Design roles within your stream
• Shared Service Integration: Act as the stream’s chief liaison with all shared services (including Social Media, Analytics, Marketing Tech, Paid Search, Email, and SEO) to ensure stream-produced assets are deployed effectively and tracked accurately across all channels
• Budget Management: Define and manage campaign budgets, allocating spend across channels to meet demand targets and collaborating with shared services to monitor performance efficiency
• Performance Tracking & Reporting: Own campaign performance reporting, defining key metrics (KPIs), interpreting results, and providing regular, actionable updates to the stream and leadership
• Optimization: Implement continuous A/B testing and optimization across campaign elements, including landing pages, ad creatives, and lead nurturing flows, to improve conversion rates and pipeline quality
• Sales Alignment: Ensure tight alignment with the BDR and Field Marketing shared services to facilitate seamless lead handoff, track follow-up effectiveness, and gather insights for future campaigns

Campaign Manager

Graphics Designer

• Omni-channel Execution: Apply your understanding of best practices and tooling to execute across omni-channel deliverables such as digital ads, social media graphics, white papers, case studies, event materials, and email components.
• Translate Creative Concepts: Work directly with the Creative Leads in the product squads to interpret high-level mock-ups and translate them into polished, final design files ready for distribution.
• Leverage the Design System: Deeply understand and utilise our centralised design system assets, templates, and component libraries within Figma to ensure consistency and speed. You will be responsible for documenting additions to brand libraries, ensuring they are easy for the wider team to use.
• Master Print & Digital: Navigate seamlessly between mediums, applying a strong knowledge of both digital standards and print production best practices to ensure high-quality output everywhere our brand appears.
• Deliver High-Quality Web Assets: Design and finalise UI elements, icons, and visual components for the UpGuard website and landing pages based on the conceptual direction.
• Enforce Brand Standards: Serve as a gatekeeper for visual quality, ensuring all executed assets maintain strict adherence to the UpGuard brand guidelines, visual consistency, and accessibility standards.
• Collaborate at Speed: Work quickly and manage your time effectively in a fast-paced environment, maintaining close communication with our Marketing Project Manager to streamline creative review and delivery. You actively seek feedback and criticism to continuously refine your work.

Graphic Designer

Revenue Operations

• Proxy Leadership: Act as the primary operational decision-maker for the North American time zone. You will handle escalations, approve exceptions within policy, and provide immediate guidance to leadership without waiting for the Australian team to wake up.
• Thought Partnership: Collaborate with Sales and Success leaders to identify risks and opportunities. Don't just report the news; make the news. If a territory is underperforming, analyze why and propose a solution.
• Cross-Functional Orchestration: Serve as the "front door" for RevOps in the Americas. You will triage requests, determining what needs to go to the Systems team, what needs Deal Desk support, and what requires with global stakeholders.
• Forecasting Excellence: Own the global forecasting process. Run the weekly forecast calls, pressure-test deals using our methodology (MEDDPICC), and deliver a predictable number.
• Pipeline Hygiene: Monitor the health of the funnel. rigorous analysis of stalled deals, stage duration, and conversion rates. You will hold the team accountable to the "truth" of the data.
• QBRs and Planning: Lead the data preparation and operational structure for Quarterly Business Reviews, ensuring discussions are grounded in fact, not opinion
• Commission Incentives: Take full operational ownership of the sales compensation process. You will calculate monthly commissions, design plans and ensure alignment to strategy. Act as the neutral arbiter for commission disputes, resolving them with fairness and transparency in line with our "No games" value.
• Dynamic Territory Management: Manage the allocation of patches and accounts. Use data to carve territories that ensure equitable opportunity and maximize market coverage.
• The "Product Manager" for Ops: You will collaborate with the RevOps Systems team to request new builds. You will write the user stories, define the business requirements, and assist in User Acceptance Testing (UAT).
• Insights & Dashboards: You will be in charge of the dashboards that drive our key roles. You will build "simple things" (reports, dashboards, list views) yourself in HubSpot/Salesforce to provide immediate value, while escalating complex architectural changes to the Systems team.
• Change Management: Partner with the Sales Enablement team to roll out new processes and tools. You are the "Process Owner" who ensures that a new process is understood, trained, and adopted by the field.
• Adoption Monitoring: Track the usage of our tools and processes. If the team isn't using a new workflow, find out why and fix it.
• While Systems and Deal Desk are well-supported, you will act as a knowledgeable backup and escalation point, ensuring no bottleneck stops a deal from closing. The US is our biggest and we need well-reasoned decision making when Australian leadership is offline.

Revenue Operations Manager

Web Designer

• Elevate the Web Experience: Lead the visual design for high-impact web projects, moving beyond standard templates to create bespoke, interactive landing pages and microsites that captivate our technical audience.
• Systematise the Design Language: Own and evolve the web design system in Figma, ensuring a consistent, scalable, and accessible visual language across thousands of pages while maintaining rapid velocity for the Web Dev team.
• Bridge Design and Development: Work side-by-side with Front-End Engineers to ensure your designs are feasible, responsive, and performant, bridging the gap between "concept" and "code" with precise handoffs.
• Visualise Complex Data: collaborate with the Research and Product Marketing teams to turn dense cybersecurity data and reports into engaging, interactive data visualisations and scrolly-telling experiences.
• Optimise for Conversion: Partner with the Growth Squad (SEO & Paid) to design A/B tests and conversion rate optimisation (CRO) experiments that balance brand integrity with aggressive lead capture goals.
• Collaborate with Squads: Act as the "Web Design Consultant" for Product Squads, translating their campaign themes and "Splash" concepts into digital realities that feel unique yet unmistakably UpGuard.

Senior Web Designer

Customer Success Manager

• You will onboard and manage UpGuard customers to ensure they understand how best to use UpGuard effectively to meet their goals
• You will understand your customer's business in-depth and how they are going to be successful using UpGuard
• You will identify gaps and provide resources to your customers, including cybersecurity collateral, onboarding success plans, conducting EBRs and customer-specific Product training sessions
• You will engage your customers early and frequently, to help them get the most out of UpGuard from day one and continue to drive engagement throughout their journey
• You will translate your customers’ requirements by understanding their risk management frameworks to offer a tailored solution on how best they can utilize UpGuard
• You will monitor the health of your customers and intervene with proactive education when customers are not effectively using UpGuard to achieve the value they expected
• You will advocate for the customer by providing updates to internal cross-functional partners (Product, Sales & Marketing) on customer perspectives, risks, strategic insights, issue resolution activities, expansion & cross-sell opportunities

Product Marketing

• Conduct market research and competitive analysis to identify market trends, competitive positioning, and opportunities for growth
• Be the expert on UpGuard’s products and know why customers love them, turning that insight into differentiated positioning and concise user and buyer personas
• Produce compelling value propositions and messaging that differentiate UpGuard’s products in the market and resonate with our target audience
• Plan and execute creative launch campaigns for new products and features, working closely with cross-functional teams such as product, sales, and customer success
• Build core sales and marketing assets such as pitch decks, product datasheets, and product-related content
• Be a subject matter expert for our Sales and broader Marketing team and represent UpGuard at industry events and conferences

Senior Product Marketing Manager

Sales Development Rep

• Lead and scale a high-performing SDR team focused on generating qualified pipeline across the US market
• Coach, develop, and mentor SDRs to elevate prospecting, qualification, and communication performance
• Own SDR performance metrics, reporting, and dashboards to drive data-informed decision-making
• Design and deliver a structured onboarding program to rapidly ramp new hires on product, market, and sales methodology
• Partner with Marketing and Sales to align on campaigns, messaging, and demand generation strategy
• Drive creative outbound and inbound prospecting across multiple buyer personas
• Ensure Sales Accepted Opportunities meet quality and volume targets to maintain a healthy, predictable pipeline
• Implement AI-powered tools and automation to increase efficiency and personalize outreach at scale
• Leverage CRM and sales enablement tools (HubSpot preferred) to maintain strong data integrity and performance visibility
• Continuously refine playbooks, processes, and technology to improve SDR productivity and impact

SDR Manager

Product Designer

• Lead the design of end-to-end product experiences, from early concept through to polished execution and iteration
• Partner with PMs, engineers, and subject matter experts to shape feature direction and design decisions
• Align on discovery efforts, contribute to research plans, run interviews, and translate insights into opportunities
• Prototype and test ideas with the right level of fidelity for each stage of the process
• Improve core user flows by simplifying complexity and enhancing clarity and usability
• Contribute to our design system and help raise the bar on design quality across teams
• Refine designs using feedback from customers, product data, and internal input
• Collaborate with engineers to build, test, and ship high-quality product experiences

Senior Product Designer

Marketing

• Lead a Unified Conversion Team: Manage and mentor a global team of Lifecycle Marketers and Inbound BDR Managers (Americas/APAC & EMEA), fostering a culture where automation and human outreach work in perfect lockstep.
• Architect "Always-On" Motions: Collaborate with Product Squads to design and implement sophisticated, evergreen marketing journeys that nurture MQLs into SQLs and drive existing customers toward adoption and cross-sell opportunities.
• Integrate the BDR Function: transform the BDR team from an isolated unit into a strategic arm of the squads, ensuring they are equipped with squad-produced content, battlecards, and insights to execute highly relevant outreach.
• Modernize Rules of Engagement (ROE): Overhaul the existing BDR ROE to define clear "Product Qualified Lead" (PQL) thresholds, ensuring low-tier PLG leads are handled by AI agents while BDRs focus exclusively on high-value territory accounts.
• Drive Customer Revenue (NDR): Own the lifecycle strategy for existing customers, deploying automated "Win-Back" motions (e.g., Old Deal Outreach / ODO) and "Expansion Plays" that utilize BDRs to re-engage stalled deals or upsell usage tiers.
• Innovate with AI & Ops: Partner with the Marketing Operations team to deploy AI-driven agents and process flows that automate lead qualification and personalization, allowing your BDRs to focus solely on high-value interactions.
• Own the Conversion Playbooks: Define, document, and optimize the Playbooks for Email Nurture and BDR Outreach, creating the standard for how UpGuard communicates with prospects and customers across these channels.
• Analyze and Optimize: Obsess over pipeline metrics—specifically MQL to SQL conversion rates, velocity, and customer retention rates—continuously iterating on your Motions to improve efficiency and CAC payback.

Director of Pipeline Marketing

Account Manager

• 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.

Director

• Actionable Insight: Generate compelling and actionable insights from complex data sets that directly lead to demonstrable commercial success across the organisation.
• Stakeholder engagement: Establish strong collaborative relationships and engage closely with key stakeholders across all departments of the company, to effectively prioritise and drive high-impact data analytics initiatives.
• Business Intelligence: Partner strategically with the A3 team to not only provide robust self-service conversational analytics capabilities but also to meticulously utilise design thinking principles for the creation of critical, user-friendly dashboards.
• Data Products: Work with the data engineering team to design, construct, and maintain foundational data assets and robust data products for reliable, organisation-wide consumption and use.
• Automation: Proactively identify opportunities to eliminate repetitive manual data analysis across the business by leveraging cutting-edge, state-of-the-art data science capabilities and machine learning models, in close partnership with the lead data scientist.
• Deep Dive analysis: Personally conduct thorough, hands-on, and highly technical data analysis to effectively diagnose and solve the most significant and complex business challenges facing the company.

AI and Automation Specialist

Campaign Manager

Graphic Designer

Revenue Operations Manager

Senior Web Designer

Customer Success Manager

Senior Product Marketing Manager

Senior Product Marketing Manager

SDR Manager

Senior Product Designer

Director of Pipeline Marketing

Director of Pipeline Marketing

Account Manager

Account Manager

Director, Analytics