Regional Sales Manager

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?

UpGuard is a global industry leader in cybersecurity attack surface, vendor risk, threat monitoring, and risk management. With 10+ years of experience and working with many of the largest organizations globally, our continued expansion within the US market is a key driver for us.

We are looking for a dynamic, self-motivated, and ambitious strategic thinker with a successful track record to join our Sales leadership team as a Regional Sales Manager. This position will report to UpGuard’s Head of Sales in North America. Our Sales teams are focused on new customer acquisition, driving the entire company forward by bringing our SaaS platform to new customers.

What will you accomplish?

• Mentor and retain a team of 7 Account Executives, taking new hires through onboarding and developing them into senior-level performers.

• Run weekly team forecasting calls and pipeline analyses, using sales metrics and data to spot regional trends and consistently hit revenue targets.

• Join customer-facing calls to help move complex deals forward, stepping in to run sales cycles directly when needed to close revenue.

• Conduct regular 1:1s, Gong call reviews, and pipeline hygiene audits to fix friction points in the sales cycle alongside our dedicated Enablement team.

• Work closely with sales leadership and cross-functional teams (SDRs, Sales Engineering, RevOps, CS) in a low-ego, highly collaborative environment.

• Lead team meetings covering ongoing training, enablement, and numerical updates, and contribute directly to company offsites and leadership initiatives.

• Participate in the interview panel for future AE hiring to help evaluate and select top talent for the team.

What do we need from you?

• At least 3 years of success managing a B2B SaaS sales team, with a track record of hiring, onboarding, and scaling reps across different skill levels.

• Experience selling complex B2B SaaS solutions into a similar ICP environment (cybersecurity experience is nice to have, but not required).

• Hands-on fluency with sales methodologies, specifically MEDDPIC, and a commitment to rigorous deal qualification and pipeline hygiene.

• A practical, low-ego mindset; you are comfortable reviewing calls, leading training, and hopping directly into customer meetings.

• Experience leveraging tech stack platforms like modern CRMs and revenue intelligence tools (such as Gong) to coach reps and manage pipeline health.

• Strong communication skills with an ability to simplify internal and external roadblocks while building high-trust relationships across the organization.

• Willingness to travel for company offsites and join reps on key in-person customer meetings.

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.