Account Executive
Who are we?
UpGuard’s mission is to protect the world’s data. We obsessively seek out elegant, robust ways to enable our customers to find, acknowledge, and remediate cyber risk. With UpGuard, organizations leverage our security expertise and software to automate what was once laborious, spreadsheet-driven processes–whether it's monitoring the attack surface of hundreds of vendors or assessing the security of their own infrastructure. UpGuard is used by some of the world’s largest, fastest-growing, and most innovative companies.
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.
Why are we hiring for this role?
Own and accelerate a proven motion. UpGuard is the #1 G2-rated platform for Third-Party & Supplier Risk Management - leader for 13 consecutive quarters / 3+ years - and trusted by thousands of companies worldwide. Our unified cyber risk platform brings TPRM, attack-surface monitoring and Threat Intel together so customers see, prioritise, and remediate risk fast.
Singapore is our next key growth chapter. Although this is our first field AE in-market, we’ve been selling into Singapore remotely for 5+ years with strong brand recognition and a deep bench of referenceable customers. With local SDR coverage in-region for 2+ years, creating a pipeline, your mandate is to scale what’s working - not start from scratch.
Build, win, and lead. APAC’s future growth is anchored in Singapore, with additional future hires planned. That means a close relationship with sales management to shape the GTM playbook now and a genuine path to local leadership as the team expands.
What will you do (week to week)?
Top-funnel – Create a steady drumbeat of qualified meetings from a focused named-account list; run sharp discovery that challenges thinking and frames business impact; collaborate with Marketing/SDR on messaging, patterns, and campaigns.
Mid-funnel – Orchestrate evaluations with CISOs/CIO’s, Cyber Manager’s & GRC leaders; run MEDDPICC-style qualification and mutual action plans; tailor product demos to the customer’s risk posture (TPRM and ASM) and regulatory drivers.
Bottom-funnel – Navigate commercial and legal steps with pace and precision; align value, business case, and signatures; set up a smooth handover for onboarding and early adoption.
Market-building – Feed structured product feedback; cultivate regional partners (MSSPs/SIs); participate in community events and UpGuard customer stories across SEA
Ownership – As the founding AE in-region, you’ll work closely with sales management to define account selection, messaging, and process - then document it so the next hires can scale it.
What will you do (day-to-day)?
Own the full sales cycle from prospecting to close across mid-market and enterprise.
Run value-centred discovery and product demos over video and in-person.
Translate technical capability into clear risk and compliance outcomes for executive audiences.
Maintain an accurate, deal-level forecast and clean, actionable notes in HubSpot.
What will you bring?
3+ years’ success in B2B SaaS new-business sales, consistently over target.
Comfortable selling to security and technology executives (CISO/CIO/CTO) and navigating Mid-market+ Procurement/Legal.
Process-driven operator: qualification, mutual plans, multi-threading, and strategic next steps.
Compelling communicator in writing and in the room; strong value storytelling.
Builder’s mindset: proactive, adaptable, and energised by creating structure in a new region.
What will give you an edge?
Experience selling security, risk, or compliance software (TPRM/ASM experience a plus).
Experience as a founding/first hire regional AE.
Bilingual English + a SEA language.
Track record working with developing a local partner ecosystem (MSSPs/SIs) to open doors and accelerate deals.
Familiarity with APAC regulatory drivers that influence buying (e.g., MAS TRM in Singapore).
What's in it for you?
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
$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
Generous Annual Leave/PTO allowances: 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
#LI-BW1
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.
About the job
Apply for this position
Account Executive
Who are we?
UpGuard’s mission is to protect the world’s data. We obsessively seek out elegant, robust ways to enable our customers to find, acknowledge, and remediate cyber risk. With UpGuard, organizations leverage our security expertise and software to automate what was once laborious, spreadsheet-driven processes–whether it's monitoring the attack surface of hundreds of vendors or assessing the security of their own infrastructure. UpGuard is used by some of the world’s largest, fastest-growing, and most innovative companies.
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.
Why are we hiring for this role?
Own and accelerate a proven motion. UpGuard is the #1 G2-rated platform for Third-Party & Supplier Risk Management - leader for 13 consecutive quarters / 3+ years - and trusted by thousands of companies worldwide. Our unified cyber risk platform brings TPRM, attack-surface monitoring and Threat Intel together so customers see, prioritise, and remediate risk fast.
Singapore is our next key growth chapter. Although this is our first field AE in-market, we’ve been selling into Singapore remotely for 5+ years with strong brand recognition and a deep bench of referenceable customers. With local SDR coverage in-region for 2+ years, creating a pipeline, your mandate is to scale what’s working - not start from scratch.
Build, win, and lead. APAC’s future growth is anchored in Singapore, with additional future hires planned. That means a close relationship with sales management to shape the GTM playbook now and a genuine path to local leadership as the team expands.
What will you do (week to week)?
Top-funnel – Create a steady drumbeat of qualified meetings from a focused named-account list; run sharp discovery that challenges thinking and frames business impact; collaborate with Marketing/SDR on messaging, patterns, and campaigns.
Mid-funnel – Orchestrate evaluations with CISOs/CIO’s, Cyber Manager’s & GRC leaders; run MEDDPICC-style qualification and mutual action plans; tailor product demos to the customer’s risk posture (TPRM and ASM) and regulatory drivers.
Bottom-funnel – Navigate commercial and legal steps with pace and precision; align value, business case, and signatures; set up a smooth handover for onboarding and early adoption.
Market-building – Feed structured product feedback; cultivate regional partners (MSSPs/SIs); participate in community events and UpGuard customer stories across SEA
Ownership – As the founding AE in-region, you’ll work closely with sales management to define account selection, messaging, and process - then document it so the next hires can scale it.
What will you do (day-to-day)?
Own the full sales cycle from prospecting to close across mid-market and enterprise.
Run value-centred discovery and product demos over video and in-person.
Translate technical capability into clear risk and compliance outcomes for executive audiences.
Maintain an accurate, deal-level forecast and clean, actionable notes in HubSpot.
What will you bring?
3+ years’ success in B2B SaaS new-business sales, consistently over target.
Comfortable selling to security and technology executives (CISO/CIO/CTO) and navigating Mid-market+ Procurement/Legal.
Process-driven operator: qualification, mutual plans, multi-threading, and strategic next steps.
Compelling communicator in writing and in the room; strong value storytelling.
Builder’s mindset: proactive, adaptable, and energised by creating structure in a new region.
What will give you an edge?
Experience selling security, risk, or compliance software (TPRM/ASM experience a plus).
Experience as a founding/first hire regional AE.
Bilingual English + a SEA language.
Track record working with developing a local partner ecosystem (MSSPs/SIs) to open doors and accelerate deals.
Familiarity with APAC regulatory drivers that influence buying (e.g., MAS TRM in Singapore).
What's in it for you?
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
$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
Generous Annual Leave/PTO allowances: 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
#LI-BW1
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.