Strategic Enterprise Account Executive
Enable
Account Executive
UpGuard
full-time
Posted on:
Origin: • 🇺🇸 United States • California, Colorado, District of Columbia, Florida, Illinois, Louisiana, Oregon
Visit company websiteJob Level
Mid-LevelSenior
Tech Stack
Assembly
About the role
- Create a steady drumbeat of qualified meetings from a focused named-account list; run sharp discovery that challenges thinking and frames business impact; collaborate with Marketing/SDR on messaging, patterns, and campaigns
- Orchestrate evaluations with CISOs/CIOs, Cyber Managers & GRC leaders; run MEDDPICC-style qualification and mutual action plans; tailor product demos to the customer’s risk posture (TPRM and ASM) and regulatory drivers
- Navigate commercial and legal steps with pace and precision; align value, business case, and signatures; set up a smooth handover for onboarding and early adoption
- Feed structured product feedback; cultivate regional partners (MSSPs/SIs); participate in community events and UpGuard customer stories across SEA
- As the founding AE in-region, work closely with sales management to define account selection, messaging, and process and document it for scaling
- Own the full sales cycle from prospecting to close across mid-market and enterprise; run value-centred discovery and product demos over video and in-person; translate technical capability into clear risk and compliance outcomes for executive audiences; maintain an accurate, deal-level forecast and clean notes in HubSpot
Requirements
- 3+ years’ success in B2B SaaS new-business sales, consistently over target
- Comfortable selling to security and technology executives (CISO/CIO/CTO) and navigating Mid-market+ Procurement/Legal
- Process-driven operator: qualification, mutual plans, multi-threading, and strategic next steps
- Compelling communicator in writing and in the room; strong value storytelling
- Builder’s mindset: proactive, adaptable, and energised by creating structure in a new region
- Experience selling security, risk, or compliance software (TPRM/ASM experience a plus)
- Experience as a founding/first hire regional AE (preferred)
- Bilingual English + a SEA language (preferred)
- Track record working with developing a local partner ecosystem (MSSPs/SIs)
- Familiarity with APAC regulatory drivers that influence buying (e.g., MAS TRM in Singapore)
- Must be able to pass a national police history check and reference checks
- Cannot support candidates requiring visa sponsorship or relocation
