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.
At UpGuard, our Sales team continues to be the engine of our growth, moving beyond simple transactions to become trusted architects of digital resilience. In an era where third-party risk is more complex than ever, we maintain a highly collaborative, consultative culture that puts the customer’s security posture above all else.
Following a record-breaking 2025 where we shattered revenue targets and expanded our global footprint, we are entering 2026 with even greater momentum. We are seeking high-energy individuals who thrive in a fast-paced, AI-augmented sales environment. If you are hungry to sharpen your craft, possess a relentless desire to win, and want to sell a platform that is actively neutralising global cyber threats, we want to talk to you.
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?
- Experience: 5+ years in Revenue Operations, Sales Operations, or Business Operations within a high-growth B2B SaaS environment.
- The "2IC" Mindset: You are comfortable operating autonomously. You have the judgment to distinguish between a decision you can make instantly and one that requires global alignment.
- Leader in AI adoption: proficiency with AI and automating tasks. We’ve invested a lot already and you will be a key partner to our GTM Engineering team.
- Business Partner DNA: You have experience supporting senior sales leaders. You can speak their language, understand their pressure points, and earn their trust as a peer.
- Analytical & Financial Rigor: You are an expert in Excel/Google Sheets. You can model a complex commission plan and analyze a forecast variance with precision.
- Technical Proficiency: You are proficient in Salesforce or HubSpot. You are comfortable navigating the backend to build reports and understand data schemas, even if you aren't writing code. This role will do little CRM configuration but its important you understand it.
- Communication Style: You are direct, transparent, and empathetic. You can deliver bad news (e.g., "This deal doesn't qualify for commission") without damaging the relationship.
- Location: Must be based on the West Coast of North America (Pacific Time Zone preferred) to maximize overlap with Australia and align with US leadership.
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
