Who are we?
UpGuard’s mission is to make life easier for security teams. We meticulously create robust solutions that enable our customers to identify, assess, and remediate cybersecurity risk across their attack surface, vendor ecosystem, workforce, and trust relationships. Our integrated cyber risk posture management platform combines comprehensive security ratings, instant risk assessments, templated security questionnaires, threat intelligence capabilities, and agentic AI to give organizations a holistic view of their risk surface.
At UpGuard, our Sales team has not only been pivotal in growing our business but, more importantly, showing the value of our product daily. We have a highly collaborative sales culture and take on a consultative approach, focusing solely on what’s best for the customer. In 2024, our Sales team exceeded revenue targets, and we’re only just getting started! We’re on the lookout for high-energy individuals who are hungry to get better every day, have a desire to win, and are seeking to sell a product that is helping solve a massive problem for businesses across the globe.
The Opportunity: Be the Strategic Anchor in the Americas
We are seeking a Revenue Operations Manager to share global accountability with the VP of Revenue Operations. This is a worldwide mandate, not a regional one. With the VP based in Australia, we need a strategic partner to hold the reins of the global business during the Americas' operating hours. You will be fully empowered to make decisions that affect our global strategy, serving as the primary point of contact for senior leadership while the Australian team is offline.
This is not a back-office administrative role. It is a strategic Business Partner role. You will sit at the table with our Sales and Customer Success Vice Presidents, translating their strategies into operational reality. You will be empowered to make decisions, and manage the rhythm of the business, and own the financial incentives that drive our growth.
You will join a strong RevOps team that already includes dedicated Systems Administrators (managing our tech stack) and Deal Desk Managers (managing transactions). Your role is to orchestrate and ensure that the systems, the deals, and the strategy all come together to hit our revenue targets.
What will you accomplish?
- 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.
What do we need from you?
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: Generous 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: Health, dental, and vision insurance
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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.
For applications to positions in the United States, please note, at this time we can only support hiring in the following US states: CA, MD, MA, IL, OR, WA, CO, TX, FL, PA, LA, MO, or DC.
Before starting work with us, you will need to undertake a national police history check and reference checks. Also please note that at this time, we cannot support candidates requiring visa sponsorship or relocation.
