Account Manager

We need to output HTML fragment with sections: About the role? Actually the posting includes "Who are we?" (company description), "Why are we hiring for this role?" (role purpose), "What will you do?" (responsibilities), "What will you bring?" (requirements/qualifications), "What will give you an edge?" (nice-to-have), "What's in it for you?" (benefits). Also compensation range given: $117K - $130K. Should we include Pay section? Yes, because compensation range is provided. Schedule? Not mentioned. So no schedule. We need headings:

for each section: About the role? The instruction says use

for section headings (e.g. About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule). We need to map content accordingly. We have sections: About the role (company description and why hiring). Could combine "Who are we?" and "Why are we hiring for this role?" into About the role. Responsibilities: "What will you do?" list. Requirements/Qualifications/Skills: "What will you bring?" (core requirements) and maybe "What will give you an edge?" (nice-to-have). Could treat "What will you bring?" as Requirements/Qualifications, and "What will give you an edge?" as Skills or Preferred Qualifications. But we need to avoid thin sections. Could combine them into one Requirements section with sublists? But instruction: Use

• for any list of duties/requirements/benefits. So we can have separate sections for Requirements and Preferred Skills. Benefits: "What's in it for you?" list. Pay: compensation range. We must not repeat job title as heading. No Job ID. We must remove boilerplate: EEO, legal, application instructions, etc. Also remove "Apply now to find out why!" and EEO statement, etc. Also remove "Please Note: Not all roles can be performed from the United States." etc. Also remove "Before starting work..." etc. Also remove "As an Equal Employment Opportunity..." etc. Also remove "Compensation Range: $117K - $130K" we keep for Pay. We need to preserve all substantive information. So we need to keep company description, why hiring, responsibilities list, requirements list, edge list, benefits list, pay. We must not invent or summarize away detail. Keep exact phrasing? We can keep as is but ensure no filler. Let's extract substantive paragraphs. 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? Due to continued growth in the cybersecurity sector, our team is expanding, and we require an Account Manager to join our high-performing team to focus on revenue retention and expansion within our key accounts. The ideal candidate will have a strong commercial background, ideally with experience as an Account Executive or in SaaS renewals, and will be well-versed in the cyber security landscape, particularly in Third-Party Risk Management (TPRM). As an Account Manager, you'll report to the Head of Account Management and play a pivotal role in driving renewals and identifying opportunities for revenue growth within our existing client base. You will work closely with cross-functional teams to ensure that our clients see continuous value from our platform, focusing on strategic account management and contract negotiation. Your ability to navigate complex client relationships and understand their unique business needs will be essential in achieving our growth objectives. What will you do? 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. What will you bring? Commercial Experience: Previous experience as an Account Manager or in a similar commercial role, with a strong track record in SaaS renewals and revenue growth.Cyber Security Knowledge: A solid understanding of the cyber security landscape, particularly in Third-Party Risk Management (TPRM).Negotiation Skills: Proven ability to negotiate contracts and renewals, balancing client needs with company goals.Strategic Mindset: Ability to think strategically about account growth, identifying opportunities for expansion and mitigating potential risks.Data-driven: Proficient in using data to drive decisions, with a focus on metrics that impact renewals and revenue growth.Collaboration: Ability to work effectively with cross-functional teams to drive account success.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 What will give you an edge? Sales Background: Experience as an Account Executive or in a similar sales role, with a strong understanding of the commercial aspects of SaaS renewals.Industry-Specific Knowledge: Deep understanding of the cyber security industry, particularly in the context of SaaS solutions.Advanced Negotiation Skills: Expertise in structuring and negotiating complex contracts, particularly in a SaaS environment.Proven Success in SaaS Renewals: Demonstrated success in driving high renewal rates and identifying revenue expansion opportunities within existing accounts.Cyber Security Certifications: Relevant certifications in cyber security or TPRM that demonstrate your expertise and commitment to the field. What's in it for you? Monthly Lifestyle subsidy:Use this for financial, physical, and mental well-beingWFH 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 allowanceAnnual leave:PTO plus two additional UpGuardian leave days to give you time to recharge your batteries.18 weeks paid Parental Leave: Irrespective of parenting rolePersonal Leave Allowance: This includes sick & carer’s leaveFully remote working environment: While we have physical offices in Sydney & Hobart, we do not mandate compulsory attendanceTop-spec hardware: All team members will be provided with top-spec laptops for their roleGenerative AI subsidy: UpGuard provides paid subscriptions for all team members to access generative AI tools to support their work.Health Insurance: Access to comprehensive coverage. 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! Compensation Range: $117K - $130K We need to format as HTML with headings and lists. We need to split benefits into list items. The benefits string currently is concatenated without spaces after colons. We need to separate each benefit. Let's parse: "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: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 role" "Generative AI subsidy: UpGuard provides paid subscriptions for all team members to access generative AI tools to support their work." "Health Insurance: Access to comprehensive coverage." "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!" We could keep the last two sentences as a separate paragraph maybe under Benefits? It's more of a statement. Could include as a

  after list. Similarly, responsibilities list: each item separated by period? Actually they are separated by . but no spaces after colon? Eg "Drive Renewals: Take ownership...". We'll split by period after each item? Let's just keep as list items: each line starting with the bold label? We'll produce

• Drive Renewals: Take ownership of the renewal process for a portfolio of key accounts, ensuring timely and successful contract renewals.
etc. Similarly for requirements. Edge list similar. We'll output only HTML fragment. Let's craft:

About the role

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.

Due to continued growth in the cybersecurity sector, our team is expanding, and we require an Account Manager to join our high-performing team to focus on revenue retention and expansion within our key accounts. The ideal candidate will have a strong commercial background, ideally with experience as an Account Executive or in SaaS renewals, and will be well-versed in the cyber security landscape, particularly in Third-Party Risk Management (TPRM). As an Account Manager, you'll report to the Head of Account Management and play a pivotal role in driving renewals and identifying opportunities for revenue growth within our existing client base. You will work closely with cross-functional teams to ensure that our clients see continuous value from our platform, focusing on strategic account management and contract negotiation. Your ability to navigate complex client relationships and understand their unique business needs will be essential in achieving our growth objectives.

Responsibilities

• 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