Account Executive

UpGuard

Account Executive driving sales for UpGuard’s Cyber Risk Posture Management platform, generating leads and closing deals within a consultative sales process.

Posted 5/13/2026full-timeRemote • California, Colorado, District of Columbia, Florida, Illinois, Louisiana, Maryland, Massachusetts, Montana, Oregon, Pennsylvania, Texas, Washington • 🇺🇸 United StatesJuniorMid-Level💰 $80,000 - $90,000 per yearWebsite

About the role

Key responsibilities & impact

Manage the full sales cycle, from lead generation to close
Generate your pipeline of qualified net new sales opportunities via cold outreach
Perform product demos via video conference to prospects
Communicate and sell UpGuard’s value proposition to prospects
Maintain accurate and detailed notes on every deal in your pipeline
Work as a team with Sales Development Representatives (SDRs), Customer Success Managers (CSMs), and Operations to complete a full sales cycle
Collaborate with other Account Executives and cross-departmentally to share knowledge and insights
As part of an entrepreneurial team in this rapidly growing business, you will help shape the future of businesses of all sizes and securely use technology to connect with customers, employees, and suppliers

Requirements

What you’ll need

At least 2 years of technology-related closing experience at a B2B SaaS company
You are a consistent top performer and have a history of exceeding your targets
Selling to Mid-Market & Enterprise customers, including C-level executives, is right in your comfort zone
You are an exceptional communicator, both written and spoken
Demonstrated success with complex commercial and legal negotiations, working with procurement, legal, and business teams
Experience working with and managing partners, including global system integrators and packaged software vendors
You are highly process and detail-oriented
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

Benefits

Comp & perks

Monthly Lifestyle subsidy: Our employees 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
Health Insurance: Health, dental, and vision insurance
$1,500 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 roles

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

B2B salesclosing experiencelead generationproduct demoscomplex commercial negotiationslegal negotiationspipeline managementsales cycle managementtarget achievementAI tools adoption

Soft Skills

exceptional communicationteam collaborationdetail-orientedprocess-orientedadaptabilitycuriosityinsight sharingcustomer engagementnegotiation skillsperformance-driven