UpGuard jobs - 25 jobs

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. Why are we hiring for this role?We're seeking an experienced and innovative Revenue Enablement leader to define and execute the enablement strategy across our global revenue organization. You will partner closely with Sales, Customer Success, Marketing, and Revenue Operations to equip our field teams with the knowledge, tools, and capabilities needed to scale efficiently. This role is instrumental in our transition towards a platform and embedding AI into our go-to-market execution. Given our company's size and stage, this is a hands-on role. You'll be expected to personally deliver impactful enablement while also building and scaling a world-class enablement function that can operate at scale.What will you accomplish? Define, own, and execute the global enablement strategy and roadmap across Sales Development, Account Executives, Sales Engineering, Account Management, and Customer Success. Build and scale a world-class enablement function, including hiring, coaching, and operationalizing a scalable global program with measurable results Develop frameworks that are globally scalable but regionally relevant. Partner cross-functionally with RevOps, Product, Marketing, and regional leadership to align on readiness, systems, and data. Lead the integration of AI into enablement and field execution - from onboarding and training to deal support. Design and deploy AI-powered simulations and role-play scenarios to improve skills, readiness, and confidence in the field. Equip the field for multi-product, value-based selling, enabling the business's transition from product to platform. Personally deliver live and virtual training across onboarding, product readiness, and sales skill development. Build scalable systems for learning, certification, playbooks, and field coaching Define KPIs and reporting to measure enablement impact and drive performance across key business metrics (e.g., ramp time, win rates, quota attainment, NRR). Act as a strategic advisor to GTM leadership on readiness, performance, and productivity. What do we need from you? 7+ years of experience in B2B SaaS revenue enablement or GTM leadership roles, ideally in $50M-$150M ARR organizations. Proven success in building and leading global enablement functions with experience directly enabling high-performing Sales and CS teams in a high-performing environment Hands-on facilitator and coach, with experience directly enabling high-performing sales and CS teams. Deep understanding of SaaS GTM motions (sales-led, PLG, and hybrid) and the full customer lifecycle. Experience enabling platform or multi-product transformations. Demonstrated ability to leverage AI within enablement programs or broader GTM strategies. Data-driven mindset with experience managing programs against measurable KPIs Excellent cross-functional influence and executive communication skills Based the US West Coast, with flexibility to support global teams across multiple time zones. 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: 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: Health, dental, and vision insurance Stock options 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.

SecurityScorecard is the global leader in cybersecurity ratings, with over 12 million companies continuously rated, operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh and funded by world-class investors, SecurityScorecard's patented rating technology is used by over 25,000 organizations for self-monitoring, third-party risk management, board reporting, and cyber insurance underwriting; making all organizations more resilient by allowing them to easily find and fix cybersecurity risks across their digital footprint. Headquartered in New York City, our culture has been recognized by Inc Magazine as a "Best Workplace,” by Crain's NY as a "Best Places to Work in NYC," and as one of the 10 hottest SaaS startups in New York for two years in a row. Most recently, SecurityScorecard was named to Fast Company's annual list of the World's Most Innovative Companies for 2023 and to the Achievers 50 Most Engaged Workplaces in 2023 award recognizing “forward-thinking employers for their unwavering commitment to employee engagement.” SecurityScorecard is proud to be funded by world-class investors including Evolution Equity Partners, Sequoia Capital, GV and Riverwood Capital. About the Team: You'll be a part of a top performing sales team that thrives under pressure. Although each person on the team is an individual contributor with an individual goal, everyone shares best practice and looks to help one another. Everyone also has a shared company goal in mind. The team thrives on being independence, but is extremely coachable and open to feedback on how to improve. The team is has a mixture of sales veterans and rising enterprise sales stars. The team enjoys to be around one another and works well together. The team will fully embrace and support you to help with your success at the company. What You Will Do: We are hiring a seasoned sales executive to grow business within our emerging public sector practice, targeting customers at both the state & local, and federal levels. In this role, you will prospect and engage with senior decision makers in Information Security & Risk teams within large enterprise organizations. As a Sales Representative you will call on accounts at senior levels, have excellent personal relationships in Security & Risk functions, and engage collaboratively with our prospects and customers to present the value of the SecurityScorecard solution. The position involves both phone/web and frequent face to face value selling, and is approximately 30-40% travel oriented, in a non COVID environment. When not onsite at a customer, you will be based locally within your assigned region. This position is an opportunity for you to join a growing team and help expand our business and customer footprint. Basic Qualifications: 10+ years of experience in enterprise software sales with a focus on hunter roles and new customer acquisition & pipeline growth 5+ years of experience working in the cyber security sales space Outstanding track record of success managing enterprise accounts and opportunities to closure, consistent over-attainment of quotas >$1M annual recurring revenue Strong network of established relationships with key industry contacts within the public sector Must have achieved President's Club and or quota attainment in last three years Must have experience closing six to seven figure ARR deals Additional Qualifications: Extremely organized, effective oral & written communicator Self Starter, able to work effectively with a distributed team SaaS experience a plus Demonstrated technical aptitude in cybersecurity Previous success in early stage company growing a territory and exceeding sales goals Benefits: Specific to each country, we offer a competitive salary, stock options, Health benefits, and unlimited PTO, parental leave, tuition reimbursements, and much more! The estimated total compensation range for this position is $280,000 - $300,000 (base plus bonus, with the opportunity to earn accelerators beyond OTE). Actual compensation for the position is based on a variety of factors, including, but not limited to affordability, skills, qualifications and experience, and may vary from the range. In addition to base salary, employees may also be eligible for annual performance-based incentive compensation awards and equity, among other company benefits. SecurityScorecard is committed to Equal Employment Opportunity and embraces diversity. We believe that our team is strengthened through hiring and retaining employees with diverse backgrounds, skill sets, ideas, and perspectives. We make hiring decisions based on merit and do not discriminate based on race, color, religion, national origin, sex or gender (including pregnancy) gender identity or expression (including transgender status), sexual orientation, age, marital, veteran, disability status or any other protected category in accordance with applicable law. We also consider qualified applicants regardless of criminal histories, in accordance with applicable law. We are committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need assistance or accommodation due to a disability, please contact ************************************************. Any information you submit to SecurityScorecard as part of your application will be processed in accordance with the Company's privacy policy and applicable law. SecurityScorecard does not accept unsolicited resumes from employment agencies. Please note that we do not provide immigration sponsorship for this position. #LI-DNI

Vocate is not a job; it's a mission to Unlock Human Potential. This means using technology to scale life-changing ‘conversations' so that everyone can have them. We do this by deploying an education experience-based marketplace for entry-level jobs and internships. It replaces the antiquated and ineffective university career center with an “Online Career Center.” Students work through an online pathway where they engage in exercises of self-discovery, skill development, and professional development. Through this path they make choices and are evaluated and matched with high-probability employers. The company has 15 FTEs, raised $3M in Seed funding, and currently operates in over 30 schools. It plans to raise a Series A in 2017. The Founder has built two prior successful companies, most notably Funding Circle US (largest global marketplace for small business loans, $1B valuation). As an early-stage company, we're looking for missionaries, not mercenaries, as we feel the latter will not be able to navigate the difficult waters of company building. If you're looking for a mission in your life, we may be a great opportunity for you! Get to know our product: Sign up at vocate.me Job Description Position - Campus Marketer (Remote: San Francisco, Los Angeles, NYC, Boston) Spread the word about Vocate: the best way for college students to discover their career options and get matched with opportunities, with just one application! The Campus Marketing Intern will drive awareness and understanding of Vocate to students and alumni. You will join our mission in helping young professionals build a career path that they can be passionate about. Responsibilities may include: Campus promotion Event hosting Social Media actions Content creation Qualifications No work experience required. Top candidates will exhibit the following traits: Social and enthusiastic Creative and fun Student mentality and a thirst to grow professionally Passion for our Mission: “Unlocking Human Potential” Interest in our product and industry Additional Information All your information will be kept confidential according to EEO guidelines. To apply , simply briefly describe your interest in an email along with an attached PDF of your resume to jackie(at)vocate.me or sign up at vocate.me and let us know in your profile details!

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. Our Legal team's mission is to preempt, identify, and resolve legal risks in a timely manner to accelerate business goals. Legal is responsible for keeping UpGuard's operations compliant with all current laws and regulations. The Legal team exists to ensure that accountable decisions are taken at the right level and function in the organization and that individuals making decisions are informed about the level of legal risk inherent in them. Our Legal team works closely across the entire organization in support of various legal matters, with a primary focus on supporting our global sales teams. We're looking for individuals who desire exposure to a wide variety of issues and the opportunity to grow alongside a high-growth cybersecurity SaaS business. Where does this role fit in?We are looking for an experienced General Counsel (GC) to lead our in-house legal function to support our evolving needs as we scale our pre-IPO business. Reporting to the COO, the GC will provide global enterprise-wide leadership and forge substantive relationships throughout the company as well as with the company's external stakeholder groups. This is a perfect position for an ambitious lawyer who wants to lead the Legal function of a consistently scaling business that is defining a category of cybersecurity. What will you do? Act as a strategic legal advisor to executive leadership, proactively identifying risks and opportunities to support informed, high-impact decisions. Build and scale a technology-enabled legal team, leveraging AI and automation to drive efficiency, optimize workflows, and provide responsive support. Lead a high-performing B2B SaaS contracting team, implementing scalable processes and metrics-driven practices to accelerate deals and reduce risk. Provide strategic product counseling to product, engineering, and go-to-market teams, addressing legal issues and enabling successful, compliant product launches. Develop and oversee a scalable compliance program, covering data privacy (e.g., GDPR, CCPA), OFAC/trade compliance, anti-bribery, AI governance, and ethics. Manage corporate legal activities, including governance, equity administration, employment matters, M&A, and fundraising. Direct intellectual property strategy, proactively protecting and managing trademarks, copyrights, patents, and trade secrets. What will you bring? 10+ years of legal experience, with a strong in-house background at an international, B2B SaaS company 4+ years of experience in a leadership role, managing and building legal teams Law degree and admission to and in good standing with the local governing body Exceptional ability to integrate legal, technical, and business perspectives, with proven experience translating complex legal issues into practical, actionable guidance aligned with business and technology objectives. Deep understanding with sell-side SaaS contracting and experience navigating complicated deals across various deal sizes and buyer types. Strong interpersonal and cross-functional collaboration skills, with experience providing responsive, business-oriented legal support across global teams, time zones, cultures, and distributed (hybrid/remote) environments. Significant breadth of knowledge and experience in as many of the following areas as possible: commercial contracts, corporate governance, data security and privacy, AI governance, employment and human resources, intellectual property, marketing (B2B), product, intellectual property, regulatory and trade compliance. Experience implementing AI tools and workflow automation to enhance legal operations, drive efficiency, and scale support for business needs. What's in it for you? Monthly Lifestyle subsidy: use this for financial, physical and mental wellbeing (all regions) 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 (all regions) $1500 USD annual Learning & Development allowance: to support your career development all team members will be able to expense development opportunities against this allowance (all regions) Generous Annual Leave/PTO allowances: time to recharge your batteries (all regions) 18 weeks paid Parental Leave: irrespective of parenting role (all regions) Personal Leave allowance: this includes sick & carer's leave (all regions) Fully remote working environment: whilst we have physical offices in Sydney & Hobart, we do not mandate compulsory attendance (all regions) Top spec hardware: all team members will be provided with top-spec laptops for their role (all regions) Generative AI & Automation tooling: UpGuard provides industry leading generative AI and automation tools to support all team members with their work (all regions) 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.

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. Where does this role fit in? We are looking for a dynamic, customer-facing Solutions consultant to be the primary technical and product expert for our Customer Success team. The primary focus of this role is to support customer expansion by partnering with Account Managers and Customer Success Managers (CSMs) during complex renewal and upsell opportunities. You will be the go-to expert for our new multi-product offering, responsible for demonstrating advanced technical value and architecting solutions that drive growth within our existing customer base. While your main objective is supporting expansion, you will also leverage your deep expertise to architect complex integrations and serve as a final escalation point for the most challenging technical issues. This role is perfect for someone who excels in a "post-sales" technical environment, loves being a product authority, and thrives on building solutions that directly impact commercial success. We can only support hiring in the following US states: CA, MD, MA, IL, OR, WA, CO, TX, FL, PA, LA, MO, or DC. What will you do? Drive Technical Expansion: Act as the key technical partner for Account Managers and CSMs during renewal and upsell motions. You will lead technical deep-dives, run customized product demonstrations, and build "proof-of-value" solution architectures for our new multi-product offerings. Serve as the Go-To Product Expert: Maintain an expert-level understanding of the UpGuard platform, its architecture, API capabilities, and competitive differentiators. You will be the technical authority the CS team relies on to answer complex customer questions. Architect Complex Solutions: Design, scope, and validate deep technical solutions for our customers. This includes architecting robust API integrations to connect UpGuard with our customers' key systems (like GRC platforms, SIEMs, and other security tools). Manage Critical Technical Escalations: Act as an escalation point to "bridge the gap" between standard technical support and our CSMs. You will take ownership of high-priority technical issues that require deep, hands-on solutioning within a customer's environment. Enable the Team: Create and maintain a library of technical documentation, best-practice guides, integration playbooks, and demonstration scripts to empower the entire Customer Success team. What do we need from you? Experience: 3+ years in a customer-facing technical role such as a Solutions Consultant, Sales Consultant, Technical Account Manager, or Professional Services Consultant. Experience in a post-sales or expansion focused role is highly preferred. Cybersecurity/GRC Ecosystem: Deep understanding of the cybersecurity and GRC landscape (e.g., GRC platforms like ServiceNow; SIEMs like Splunk; or other security stack tools). Product Expert Mindset: A passion for becoming a deep subject matter expert on a complex software platform. Strong API Knowledge: Hands-on experience with REST APIs is essential. You must be comfortable guiding customers on implementation, reading documentation, and using tools like Postman to troubleshoot. What gives you an edge? Excellent Communicator: You can explain highly complex technical concepts to both engineers and non-technical VPs, translating features into clear business value. Sales Acumen: You are comfortable and effective in a commercial-driven environment, partnering closely with sales and success teams to achieve a revenue goal. Problem Solver: You have a structured approach to diagnosing and solving ambiguous technical problems. Collaborative: You work well in a team environment, partnering effectively with CSMs, Support, and Product. 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: 6 weeks 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: Health, dental, and vision insurance #LI-SL1 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.

SecurityScorecard is the global leader in cybersecurity ratings, with over 12 million companies continuously rated, operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh and funded by world-class investors, SecurityScorecard's patented rating technology is used by over 25,000 organizations for self-monitoring, third-party risk management, board reporting, and cyber insurance underwriting; making all organizations more resilient by allowing them to easily find and fix cybersecurity risks across their digital footprint. Headquartered in New York City, our culture has been recognized by Inc Magazine as a "Best Workplace,” by Crain's NY as a "Best Places to Work in NYC," and as one of the 10 hottest SaaS startups in New York for two years in a row. Most recently, SecurityScorecard was named to Fast Company's annual list of the World's Most Innovative Companies for 2023 and to the Achievers 50 Most Engaged Workplaces in 2023 award recognizing “forward-thinking employers for their unwavering commitment to employee engagement.” SecurityScorecard is proud to be funded by world-class investors including Silver Lake Waterman, Moody's, Sequoia Capital, GV and Riverwood Capital. Why join SecurityScorecard's Customer Success Team? The SecurityScorecard Customer Success team is empowered by the company to help guide customers to get the most out of our platform. We define our Customer Success strategies, priorities, and go-to-market techniques. We lead with a customer-centric mindset, use a collaborative team approach, and represent the voice of the customer every day. Our team not only manages relationships and ensures customer satisfaction - we also understand our customers' strategic goals and challenges, helping them operationalize our platform to maximize business value. About the Role: The Account Manager will play a key role in helping our customers transform the way they manage cybersecurity risk. In this role, you'll own and manage a portfolio of customer relationships across industries, ensuring satisfaction and long-term value through strategic engagement. You'll apply your understanding of cybersecurity practices, third-party risk, our platform, and proactive customer success methodologies to deepen relationships, expand usage, and grow revenue. What You'll Do: Drive the organization's strategy and tactical execution, aligning customer conversations to their cybersecurity and risk management objectives. Act as a trusted advisor and subject matter expert in the SecurityScorecard platform and cybersecurity risk domains. Drive retention and expansion within your account portfolio, including accurate forecasting and close collaboration with internal sales teams. Identify opportunities to increase customer value through platform adoption, new use cases, and expanded engagement. Collaborate with CS and Sales leadership to improve the customer journey and refine tools, templates, and best practices. Share insights and solutions with peers to tackle new customer challenges and drive collective team success. Represent the voice of the customer in product feedback and service delivery discussions. Build and nurture relationships across the entire client organization, from daily users to C-suite, in 1:1 and group settings, facilitating executive-level connections to foster account growth. What We Need You To Have: Bachelor's degree 5+ years in account management, customer success, technical account management, or a similar customer-facing role Strong written and verbal communication skills combined with meticulous organizational skill Solid understanding of cybersecurity or third-party risk management practices, cyber insurance experience preferred, coupled with strong technical aptitude and the ability to quickly grasp platform capabilities from the customer's perspective to drive business impact. What We'd Like You to Have: Proven success developing and expanding relationships with customer stakeholders, including executives Experience leading strategic account planning, QBRs, upsell/cross-sell initiatives and renewals. Ability to proactively identify customer needs and drive outcomes aligned with their business goals Demonstrated ability to grow annual recurring revenue (ARR) through consultative account management Benefits: Specific to each country, we offer a competitive salary, stock options, Health benefits, and unlimited PTO, parental leave, tuition reimbursements, and much more! The estimated total compensation range for this position is $100,000 - $165,000 (base plus bonus). Actual compensation for the position is based on a variety of factors, including, but not limited to affordability, skills, qualifications and experience, and may vary from the range. In addition to base salary, employees may also be eligible for annual performance-based incentive compensation awards and equity, among other company benefits. SecurityScorecard is committed to Equal Employment Opportunity and embraces diversity. We believe that our team is strengthened through hiring and retaining employees with diverse backgrounds, skill sets, ideas, and perspectives. We make hiring decisions based on merit and do not discriminate based on race, color, religion, national origin, sex or gender (including pregnancy) gender identity or expression (including transgender status), sexual orientation, age, marital, veteran, disability status or any other protected category in accordance with applicable law. We also consider qualified applicants regardless of criminal histories, in accordance with applicable law. We are committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need assistance or accommodation due to a disability, please contact ************************************************. Any information you submit to SecurityScorecard as part of your application will be processed in accordance with the Company's privacy policy and applicable law. SecurityScorecard does not accept unsolicited resumes from employment agencies. Please note that we do not provide immigration sponsorship for this position.

SecurityScorecard is the global leader in cybersecurity ratings, with over 12 million companies continuously rated, operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh and funded by world-class investors, SecurityScorecard's patented rating technology is used by over 25,000 organizations for self-monitoring, third-party risk management, board reporting, and cyber insurance underwriting; making all organizations more resilient by allowing them to easily find and fix cybersecurity risks across their digital footprint. Headquartered in New York City, our culture has been recognized by Inc Magazine as a "Best Workplace,” by Crain's NY as a "Best Places to Work in NYC," and as one of the 10 hottest SaaS startups in New York for two years in a row. Most recently, SecurityScorecard was named to Fast Company's annual list of the World's Most Innovative Companies for 2023 and to the Achievers 50 Most Engaged Workplaces in 2023 award recognizing “forward-thinking employers for their unwavering commitment to employee engagement.” SecurityScorecard is proud to be funded by world-class investors including Evolution Equity Partners, Sequoia Capital, GV and Riverwood Capital. About the Role: This is a pre-sales role. Our Business Development Team is the first point of contact for many of our future customers. As a BDR you would be focused on setting up introductions with our ideal customers and qualifying their needs. This position reports to the Director of Business Development and will work closely with our Field Sales Reps (FSRs). We're looking for people who are excited to own their "business" (within your respective territory). If you're keen on discovering the perfect buyer, crafting messaging that gets attention, and making connections between people, then this is the perfect role for you. Although it's not always the case, ideally this role will prepare you to become a full-cycle Salesperson (i.e. a closer). As a Business Development Rep, you'll enjoy the benefits of ongoing training, mentorship, career/life coaching, and guidance. It is a great way to jumpstart a career in cybersecurity/SaaS sales and the skills you develop are applicable across any number of disciplines. Our Ideal Candidate - Does This Sound Like You? This role is focused on sourcing our next sales opportunity. As such, you will be speaking with a lot of people, over the phone, email, or social media (LinkedIn). Our ideal candidate has a knack for recognizing patterns and applying those ideas to broader scenarios. For example, uncovering ideal prospects to reach out to based on Buyer Persona training or reaching out to leads after an event. Responsibilities: Book Meetings for the FSR Qualify leads to turn them into opportunity Lead Gen. Outbound / Pipe generation using different tools Keep Database Clean Crush phone and email activity Work with Marketing and Channel teams on ad hoc projects Master your tools (softwares) Research prospective organizations that can benefit from Security Scorecards cloud based software solutions Identify decision-makers in those organizations Basic Qualifications: 1-2 years of experience in sales development, lead generation, or business development Track record of consistent and effective sales development performance History of creative, persistent, and effective outbound sales lead follow-up messaging Excellent communication, discovery, and presentation skills to connect with and persuade senior level decision makers Strong attention to detail, organizational skills, and multitasking ability Proficiency and experience using Salesforce.com, Outreach, and LinkedIn Additional Qualifications: Must be a self-starter, be comfortable with limited supervision, and have solid problem-solving skills Effective researcher to find new prospects Tech savvy and extremely comfortable navigating new software Sees feedback, coaching, and improvement Works with urgency Positive, warm, and inviting attitude with a “no challenge is too great” mentality Benefits: Specific to each country, we offer a competitive salary, stock options, Health benefits, and unlimited PTO, parental leave, tuition reimbursements, and much more! The estimated total compensation range for this position is $40,000 - 50,000 (base plus bonus). Actual compensation for the position is based on a variety of factors, including, but not limited to affordability, skills, qualifications and experience, and may vary from the range. In addition to base salary, employees may also be eligible for annual performance-based incentive compensation awards and equity, among other company benefits. SecurityScorecard is committed to Equal Employment Opportunity and embraces diversity. We believe that our team is strengthened through hiring and retaining employees with diverse backgrounds, skill sets, ideas, and perspectives. We make hiring decisions based on merit and do not discriminate based on race, color, religion, national origin, sex or gender (including pregnancy) gender identity or expression (including transgender status), sexual orientation, age, marital, veteran, disability status or any other protected category in accordance with applicable law. We also consider qualified applicants regardless of criminal histories, in accordance with applicable law. We are committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need assistance or accommodation due to a disability, please contact ************************************************. Any information you submit to SecurityScorecard as part of your application will be processed in accordance with the Company's privacy policy and applicable law. SecurityScorecard does not accept unsolicited resumes from employment agencies. Please note that we do not provide immigration sponsorship for this position. #LI-DNI

SecurityScorecard is the global leader in cybersecurity ratings, with over 12 million companies continuously rated, operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh and funded by world-class investors, SecurityScorecard's patented rating technology is used by over 25,000 organizations for self-monitoring, third-party risk management, board reporting, and cyber insurance underwriting; making all organizations more resilient by allowing them to easily find and fix cybersecurity risks across their digital footprint. Headquartered in New York City, our culture has been recognized by Inc Magazine as a "Best Workplace,” by Crain's NY as a "Best Places to Work in NYC," and as one of the 10 hottest SaaS startups in New York for two years in a row. Most recently, SecurityScorecard was named to Fast Company's annual list of the World's Most Innovative Companies for 2023 and to the Achievers 50 Most Engaged Workplaces in 2023 award recognizing “forward-thinking employers for their unwavering commitment to employee engagement.” SecurityScorecard is proud to be funded by world-class investors including Evolution Equity Partners, Sequoia Capital, GV and Riverwood Capital. About The Role: As individuals and as a community, we are Solutions Focused, Customer Centric, and operate as One Team. We are Resilient and Embody #SecurityDNA to practice what we preach. We're looking for people who can contribute to the next phase in our company's development. What makes a successful Scorecarder? Your skills are of course key, but your attitude is equally important. As a Scorecarder, you will commit to working and having fun in a way that exemplifies our S(CORE) values. Responsibilities: Responsible for leading and enabling our key value added resellers to drive strategic growth and success. Lead efforts to generate and accelerate pipeline through partner-driven sales activities, including joint outreach, prospecting, and lead generation. Develop, implement, and manage enablement programs for channel partners, covering product knowledge, sales strategies, and technical expertise. Conduct regular business reviews with channel partners to assess progress and identify new business opportunities. Provide regular performance reports on pipeline generation, upsell activities, and overall partner success. Use data and insights to track partner effectiveness and identify opportunities to optimize pipeline activities. Collaborate with the SecurityScorecard Channel Marketing team to implement co-marketing initiatives that drive pipeline growth and create upsell opportunities Collaborate with the sales leadership and broader team to develop and execute joint sales strategies and go-to-market plans with channel partners. Work effectively with fellow channel managers in providing cohesive and consistent coverage for SecurityScorecard Basic Qualifications: 5-7+ years experience as a channel sales representative Cyber and Infosec experience mandatory Strong, verifiable relationships with VP-level and above VAR community including national VARs and regionals Exceptionally strong presentation and communication skills Additional Qualifications: Proven track record of achievement above plan Experience working for growth companies of similar scale Benefits: The estimated total compensation range for this position is $100,000 - $165,000 (base plus bonus). Actual compensation for the position is based on a variety of factors, including, but not limited to affordability, skills, qualifications and experience, and may vary from the range. In addition to base salary, employees may also be eligible for annual performance-based incentive compensation awards and equity, among other company benefits. SecurityScorecard is committed to Equal Employment Opportunity and embraces diversity. We believe that our team is strengthened through hiring and retaining employees with diverse backgrounds, skill sets, ideas, and perspectives. We make hiring decisions based upon merit and do not discriminate based on race, color, religion, national origin, sex or gender (including pregnancy) gender identity or expression (including transgender status), sexual orientation, age, marital, veteran, disability status or any other protected category in accordance with applicable law. We also consider qualified applicants regardless of criminal histories, in accordance with applicable law. We are committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need assistance or an accommodation due to a disability, please contact ************************************************. Any information you submit to SecurityScorecard as part of your application will be processed in accordance with the Company's privacy policy and applicable law. If you are a resident of Colorado, New York City, California, or Washington State, please email us at ************************************************ to receive compensation information for this role. SecurityScorecard does not accept unsolicited resumes from employment agencies.

SecurityScorecard is the global leader in cybersecurity ratings, with over 12 million companies continuously rated, operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh and funded by world-class investors, SecurityScorecard's patented rating technology is used by over 25,000 organizations for self-monitoring, third-party risk management, board reporting, and cyber insurance underwriting; making all organizations more resilient by allowing them to easily find and fix cybersecurity risks across their digital footprint. Headquartered in New York City, our culture has been recognized by Inc Magazine as a "Best Workplace,” by Crain's NY as a "Best Places to Work in NYC," and as one of the 10 hottest SaaS startups in New York for two years in a row. Most recently, SecurityScorecard was named to Fast Company's annual list of the World's Most Innovative Companies for 2023 and to the Achievers 50 Most Engaged Workplaces in 2023 award recognizing “forward-thinking employers for their unwavering commitment to employee engagement.” SecurityScorecard is proud to be funded by world-class investors including Silver Lake Waterman, Moody's, Sequoia Capital, GV and Riverwood Capital. About The Team: The Strategic Account Executive will play a pivotal role in expanding our market presence by delivering our tailored MAX security solutions to enterprise clients. MAX is a comprehensive professional services bundle encompassing third party and vendor risk, managed detection, and incident response services. You will be responsible for managing and expanding relationships with new and existing clients, particularly within supply chain ecosystems, ensuring they receive the highest level of security insights and guidance. Key Responsibilities: Client Relationship Management: Build and maintain deep relationships with key decision-makers in the supply chain and defense sectors, understanding their security challenges and requirements. Sales Execution: Drive revenue growth through a consultative sales approach, identifying client needs, presenting SecurityScorecard solutions, and closing business. Supply Chain Risk Management Expertise: Utilize in-depth knowledge of supply chain vulnerabilities and the cyber defense landscape to tailor security solutions for clients. Cross-Functional Collaboration: Work closely with internal teams such as Customer Success, Solutions Architects, and Engineering to ensure a seamless client experience and ongoing support. Market Expansion: Actively pursue new business opportunities and drive account expansion within targeted industries, focusing on supply chain and defense markets. Client Education: Present thought leadership on supply chain defense and cybersecurity to educate clients and position SecurityScorecard as a trusted partner in securing their supply chains. Pipeline Management: Track and manage sales pipelines, ensuring timely follow-up, accurate forecasting, and goal attainment. Qualifications: Experience: 5+ years of experience in client-facing roles within the cybersecurity industry, preferably with a focus on supply chain defense or enterprise risk management. Knowledge: Strong understanding of supply chain security threats, third-party risk management, and cyber defense strategies. Sales Acumen: Proven track record of driving sales and achieving quotas, with a consultative selling approach. Communication Skills: Exceptional verbal and written communication skills with the ability to articulate complex cybersecurity concepts to diverse audiences. Collaboration: Strong team player with the ability to work effectively across departments to meet client needs and company objectives. Technical Knowledge: Familiarity with cybersecurity frameworks, standards, and tools, including security ratings platforms and risk assessment methodologies. Education: Bachelor's degree in a relevant field (e.g., Cybersecurity, Business, or Information Technology) preferred; relevant certifications (CISSP, CISM, etc.) are a plus. Benefits: Specific to each country, we offer a competitive salary, stock options, Health benefits, and unlimited PTO, parental leave, tuition reimbursements, and much more! The estimated total compensation range for this position is $300,000 - $400,000 (base plus bonus). Actual compensation for the position is based on a variety of factors, including, but not limited to affordability, skills, qualifications and experience, and may vary from the range. In addition to base salary, employees may also be eligible for annual performance-based incentive compensation awards and equity, among other company benefits. SecurityScorecard is committed to Equal Employment Opportunity and embraces diversity. We believe that our team is strengthened through hiring and retaining employees with diverse backgrounds, skill sets, ideas, and perspectives. We make hiring decisions based on merit and do not discriminate based on race, color, religion, national origin, sex or gender (including pregnancy) gender identity or expression (including transgender status), sexual orientation, age, marital, veteran, disability status or any other protected category in accordance with applicable law. We also consider qualified applicants regardless of criminal histories, in accordance with applicable law. We are committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need assistance or accommodation due to a disability, please contact ************************************************. Any information you submit to SecurityScorecard as part of your application will be processed in accordance with the Company's privacy policy and applicable law. SecurityScorecard does not accept unsolicited resumes from employment agencies. Please note that we do not provide immigration sponsorship for this position. #LI-DNI

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. Our Legal team's mission is to preempt, identify, and resolve legal risks in a timely manner to accelerate business goals. Legal is responsible for keeping UpGuard's operations compliant with all current laws and regulations. The Legal team exists to ensure that accountable decisions are taken at the right level and function in the organization and that individuals making decisions are informed about the level of legal risk inherent in them. Our Legal team works closely across the entire organization in support of various legal matters, with a primary focus on supporting our global sales teams. We're looking for individuals who desire exposure to a wide variety of issues and the opportunity to grow alongside a high-growth cybersecurity SaaS business. Where does this role fit in?We are looking for an experienced General Counsel (GC) to lead our in-house legal function to support our evolving needs as we scale our pre-IPO business. Reporting to the COO, the GC will provide global enterprise-wide leadership and forge substantive relationships throughout the company as well as with the company's external stakeholder groups. This is a perfect position for an ambitious lawyer who wants to lead the Legal function of a consistently scaling business that is defining a category of cybersecurity. What will you do? Act as a strategic legal advisor to executive leadership, proactively identifying risks and opportunities to support informed, high-impact decisions. Build and scale a technology-enabled legal team, leveraging AI and automation to drive efficiency, optimize workflows, and provide responsive support. Lead a high-performing B2B SaaS contracting team, implementing scalable processes and metrics-driven practices to accelerate deals and reduce risk. Provide strategic product counseling to product, engineering, and go-to-market teams, addressing legal issues and enabling successful, compliant product launches. Develop and oversee a scalable compliance program, covering data privacy (e.g., GDPR, CCPA), OFAC/trade compliance, anti-bribery, AI governance, and ethics. Manage corporate legal activities, including governance, equity administration, employment matters, M&A, and fundraising. Direct intellectual property strategy, proactively protecting and managing trademarks, copyrights, patents, and trade secrets. What will you bring? 10+ years of legal experience, with a strong in-house background at an international, B2B SaaS company 4+ years of experience in a leadership role, managing and building legal teams Law degree and admission to and in good standing with the local governing body Exceptional ability to integrate legal, technical, and business perspectives, with proven experience translating complex legal issues into practical, actionable guidance aligned with business and technology objectives. Deep understanding with sell-side SaaS contracting and experience navigating complicated deals across various deal sizes and buyer types. Strong interpersonal and cross-functional collaboration skills, with experience providing responsive, business-oriented legal support across global teams, time zones, cultures, and distributed (hybrid/remote) environments. Significant breadth of knowledge and experience in as many of the following areas as possible: commercial contracts, corporate governance, data security and privacy, AI governance, employment and human resources, intellectual property, marketing (B2B), product, intellectual property, regulatory and trade compliance. Experience implementing AI tools and workflow automation to enhance legal operations, drive efficiency, and scale support for business needs. What's in it for you? Monthly Lifestyle subsidy: use this for financial, physical and mental wellbeing (all regions) 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 (all regions) $1500 USD annual Learning & Development allowance: to support your career development all team members will be able to expense development opportunities against this allowance (all regions) Generous Annual Leave/PTO allowances: time to recharge your batteries (all regions) 18 weeks paid Parental Leave: irrespective of parenting role (all regions) Personal Leave allowance: this includes sick & carer's leave (all regions) Fully remote working environment: whilst we have physical offices in Sydney & Hobart, we do not mandate compulsory attendance (all regions) Top spec hardware: all team members will be provided with top-spec laptops for their role (all regions) Generative AI & Automation tooling: UpGuard provides industry leading generative AI and automation tools to support all team members with their work (all regions) 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.

Vocate is not a job; it's a mission to Unlock Human Potential. This means using technology to scale life-changing ‘conversations' so that everyone can have them. We do this by deploying an education experience-based marketplace for entry-level jobs and internships. It replaces the antiquated and ineffective university career center with an “Online Career Center.” Students work through an online pathway where they engage in exercises of self-discovery, skill development, and professional development. Through this path they make choices and are evaluated and matched with high-probability employers. The company has 15 FTEs, raised $3M in Seed funding, and currently operates in over 30 schools. It plans to raise a Series A in 2017. The Founder has built two prior successful companies, most notably Funding Circle US (largest global marketplace for small business loans, $1B valuation). As an early-stage company, we're looking for missionaries, not mercenaries, as we feel the latter will not be able to navigate the difficult waters of company building. If you're looking for a mission in your life, we may be a great opportunity for you! Get to know our product: Sign up at vocate.me Job Description Position - Campus Marketer (Remote: San Francisco, Los Angeles, NYC, Boston) Spread the word about Vocate: the best way for college students to discover their career options and get matched with opportunities, with just one application! The Campus Marketing Intern will drive awareness and understanding of Vocate to students and alumni. You will join our mission in helping young professionals build a career path that they can be passionate about. Responsibilities may include: Campus promotion Event hosting Social Media actions Content creation Qualifications No work experience required. Top candidates will exhibit the following traits: Social and enthusiastic Creative and fun Student mentality and a thirst to grow professionally Passion for our Mission: “Unlocking Human Potential” Interest in our product and industry Additional Information All your information will be kept confidential according to EEO guidelines. To apply, simply briefly describe your interest in an email along with an attached PDF of your resume to jackie(at)vocate.me or sign up at vocate.me and let us know in your profile details!

SecurityScorecard is the global leader in cybersecurity ratings, with over 12 million companies continuously rated, operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh and funded by world-class investors, SecurityScorecard's patented rating technology is used by over 25,000 organizations for self-monitoring, third-party risk management, board reporting, and cyber insurance underwriting; making all organizations more resilient by allowing them to easily find and fix cybersecurity risks across their digital footprint. Headquartered in New York City, our culture has been recognized by Inc Magazine as a "Best Workplace,” by Crain's NY as a "Best Places to Work in NYC," and as one of the 10 hottest SaaS startups in New York for two years in a row. Most recently, SecurityScorecard was named to Fast Company's annual list of the World's Most Innovative Companies for 2023 and to the Achievers 50 Most Engaged Workplaces in 2023 award recognizing “forward-thinking employers for their unwavering commitment to employee engagement.” SecurityScorecard is proud to be funded by world-class investors including Silver Lake Waterman, Moody's, Sequoia Capital, GV and Riverwood Capital. About The Team: You'll join a high-performing enterprise sales organization operating in complex, competitive environments. While each Enterprise Account Executive owns an individual quota, the team is highly collaborative-sharing deal strategy, channel intelligence, and best practices to win together. The Role: We are hiring Enterprise Account Executives to drive net-new enterprise business across defined territories in the United States and Canada. Enterprise accounts are defined as 5,000+ employees or $750M+ in annual revenue. Territory & Location Requirement (Required): This role supports multiple U.S. and Canadian enterprise territories. Candidates must currently reside either within the listed territories or in close geographic proximity that allows for effective regional coverage. Final territory alignment will be based on location and customer proximity during the application process. Territory Coverage (8 Openings): Upper Midwest: Minnesota, Wisconsin, North Dakota, South Dakota Illinois: Illinois Ohio Valley: Ohio, Kentucky, West Virginia Florida: Florida Gulf Coast: Texas, Louisiana Delta: Tennessee, Alabama, Mississippi Cascadia: Washington, Alaska, British Columbia, Alberta, Saskatchewan, Manitoba Eastern Canada: Quebec, New Brunswick, Nova Scotia, Prince Edward Island, Newfoundland Key Responsibilities: Own and exceed a $1.75M annual net-new ARR quota Sell into large enterprise organizations (5,000+ employees or $750M+ revenue) Execute a hybrid direct and channel-assisted sales motion Lead MEDDPIC-driven discovery and deal execution Navigate complex buying committees and procurement processes Maintain strong pipeline hygiene and forecasting accuracy Qualifications: 8+ years of enterprise software sales experience 4+ years of cybersecurity sales experience Proven success closing 6-7 figure enterprise deals Consistent history of 95%+ quota attainment Proven mastery of the MEDDPIC sales methodology Benefits: Specific to each country, we offer a competitive salary, stock options, Health benefits, and unlimited PTO, parental leave, tuition reimbursements, and much more! The estimated total compensation range for this position is $325,000 - $350,000 USD (base plus bonus with a 50/50 split). Actual compensation for the position is based on a variety of factors, including, but not limited to affordability, skills, qualifications and experience, and may vary from the range. In addition to base salary, employees may also be eligible for annual performance-based incentive compensation awards and equity, among other company benefits. SecurityScorecard is committed to Equal Employment Opportunity and embraces diversity. We believe that our team is strengthened through hiring and retaining employees with diverse backgrounds, skill sets, ideas, and perspectives. We make hiring decisions based on merit and do not discriminate based on race, color, religion, national origin, sex or gender (including pregnancy) gender identity or expression (including transgender status), sexual orientation, age, marital, veteran, disability status or any other protected category in accordance with applicable law. We also consider qualified applicants regardless of criminal histories, in accordance with applicable law. We are committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need assistance or accommodation due to a disability, please contact ************************************************. Any information you submit to SecurityScorecard as part of your application will be processed in accordance with the Company's privacy policy and applicable law. SecurityScorecard does not accept unsolicited resumes from employment agencies. Please note that we do not provide immigration sponsorship for this position. #LI-DNI

SecurityScorecard is the global leader in cybersecurity ratings, with over 12 million companies continuously rated, operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh and funded by world-class investors, SecurityScorecard's patented rating technology is used by over 25,000 organizations for self-monitoring, third-party risk management, board reporting, and cyber insurance underwriting; making all organizations more resilient by allowing them to easily find and fix cybersecurity risks across their digital footprint. Headquartered in New York City, our culture has been recognized by Inc Magazine as a "Best Workplace,” by Crain's NY as a "Best Places to Work in NYC," and as one of the 10 hottest SaaS startups in New York for two years in a row. Most recently, SecurityScorecard was named to Fast Company's annual list of the World's Most Innovative Companies for 2023 and to the Achievers 50 Most Engaged Workplaces in 2023 award recognizing “forward-thinking employers for their unwavering commitment to employee engagement.” SecurityScorecard is proud to be funded by world-class investors including Silver Lake Waterman, Moody's, Sequoia Capital, GV and Riverwood Capital. Senior/Principal Product Manager, MAX Service Delivery Platform About The Role We are looking for a Senior or Principal Product Manager to own and scale the MAX Service Delivery Platform. This platform is the core solution that enables our internal practitioner teams and external service partners to deliver best-in-class, tech-enabled Third-Party Risk Management (TPRM) and Supply Chain Detection and Response (SCDR) services. This is a high-impact, strategic role focused on three primary goals: Practitioner Efficiency: Building a best-in-class workstation that makes our service delivery teams faster, smarter, and more scalable. Partner Enablement: Delivering a configurable, multi-tenant solution that allows our partners to build or integrate with a managed services business. End-Customer ROI: Providing a compelling, clear, and data-driven experience that proves the value and risk reduction our customers are investing in. Reporting to the Senior Director of Product MAX, you will be responsible for defining requirements for complex, tech-enabled workflows, automating manual processes, and creating the analytics that prove the ROI of our services to end-customers. Responsibilities Solution Roadmap Execution Develop and execute the roadmap for the practitioner workstation, focusing on automating and scaling key service delivery workflows (e.g., cross-customer risk triage, vendor escalation, and remediation tracking). Deeply map the end-to-end managed service lifecycle, translating manual, off-platform practitioner tasks (spreadsheets, emails) into scalable, in-platform features. Own the core platform capabilities for our partners, including multi-tenant management, configurable workflows, and partner-centric controls. End-Customer Value & ROI Design and own the end-customer "client portal" experience, ensuring it delivers consolidated visibility and clear, analyst-driven recommendations. Build the compelling dashboards, analytics, and reports that quantify the value (ROI) of the managed service, focusing on risk reduction and practitioner activity. Cross-Functional Collaboration Serve as the primary product partner for our internal delivery teams and our external service partners, working with them to co-develop, validate, and productize solutions to their most critical delivery blockers. Engage with end-customers to understand their TPRM and GRC program needs, translating them into requirements for both the practitioner and the customer-facing solution. Collaborate with Product Marketing and Sales to develop collateral, sales motions, and a "co-delivery" model for our partners. Technical & Market Research Conduct market analysis to stay ahead of emerging TPRM, GRC, and managed service trends. Develop a deep understanding of practitioner engagement, engineering constraints, and system limitations to make informed trade-offs. Continuously improve platform scalability, reliability, and security, leveraging insights from customer feedback and performance data. Qualifications Basic Qualifications 3+ years (or 5-7+ for Principal) of Product Management experience. Experience in, or building products for, a managed service environment. This could include working as a consultant, a professional services team member, a GRC/TPRM analyst, or as a PM for a services-oriented product. Deep, demonstrable understanding of Third-Party Risk Management (TPRM), GRC, or cybersecurity operations workflows. You must be able to speak the language of our practitioner users. Proven experience building products for multiple, distinct user personas (e.g., an expert 'practitioner' who needs efficiency and an executive 'end-customer' who needs ROI). Metrics-driven mindset, with experience developing OKRs/KPIs for practitioner efficiency, service scalability, and customer value realization. Additional Qualifications (Preferred, but not required) Experience with multi-tenant architectures, workflow automation engines, and reporting/analytics platforms. Background in cybersecurity concepts and best practices. Exposure to data science and machine learning applications in security, compliance, or document analysis. Experience working with partner ecosystems or channel-based GTM models. What Sets You Apart You have a practitioner-first mindset, obsessing over workflow efficiency and automating manual work. You excel at building a compelling, data-driven story that proves value and ROI to an executive audience. You understand the business model of a managed service provider and are passionate about building the tools that help them scale. You thrive in a fast-paced environment, balancing technical depth with strategic product thinking. You have a customer-first approach, ensuring platform capabilities drive real value for both internal teams and external users. Benefits: Specific to each country, we offer a competitive salary, stock options, Health benefits, and unlimited PTO, parental leave, tuition reimbursements, and much more! The estimated total compensation range for this position is $150,000 - $240,000 (base plus bonus). Actual compensation for the position is based on a variety of factors, including, but not limited to affordability, skills, qualifications and experience, and may vary from the range. In addition to base salary, employees may also be eligible for annual performance-based incentive compensation awards and equity, among other company benefits. SecurityScorecard is committed to Equal Employment Opportunity and embraces diversity. We believe that our team is strengthened through hiring and retaining employees with diverse backgrounds, skill sets, ideas, and perspectives. We make hiring decisions based on merit and do not discriminate based on race, color, religion, national origin, sex or gender (including pregnancy) gender identity or expression (including transgender status), sexual orientation, age, marital, veteran, disability status or any other protected category in accordance with applicable law. We also consider qualified applicants regardless of criminal histories, in accordance with applicable law. We are committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need assistance or accommodation due to a disability, please contact ************************************************. Any information you submit to SecurityScorecard as part of your application will be processed in accordance with the Company's privacy policy and applicable law. SecurityScorecard does not accept unsolicited resumes from employment agencies. Please note that we do not provide immigration sponsorship for this position. #LI-DNI

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. We have a rapidly growing customer base at UpGuard, but one thing has remained the same, our customers always come first! Our Success team is determined to help solve the needs and challenges that our customers face on a daily basis. We consistently think outside the box to find new ways to help our customers thrive throughout their journeys with UpGuard. We're on the lookout for individuals who have a passion for helping others, fixing problems, and building long-lasting relationships with new customers. You will also have a commercial mindset to identify opportunities to expand our customer accounts and elevate adoption of our products to new heights. 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 Manager 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-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: Health, dental, and vision insurance #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.

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. Why are we hiring for this role? The Sales Excellence & Methodology Manager owns commercial skill development for AEs, SDRs, and the expansion-selling responsibilities of AMs. This role defines how UpGuard sells, encompassing outbound, discovery, qualification, competitive execution, hygiene and trial-to-close conversion. The role partners closely with Sales Leadership, SDR Leadership, SEs, PMM, Product, and Revenue Operations (RevOps).What will you accomplish? Own UpGuard's Sales Methodology: Define and enforce execution standards and methodology across all pods and regions for AEs, SDRs, and AMs. Embed & Enforce Process: Ensure consistent application of frameworks for discovery, qualification (MEDDPICC), objection handling, and negotiation across the GTM team. Cross-Functional Alignment: Partner with Enablement Ops to manage measurement, adoption, and content governance. Content Creation: Create and maintain sales playbooks, talk tracks, scripts, templates, and deal frameworks. Competitive Intelligence: Partner with the CI team to build competitive playbooks and objection-handling guides. Tooling: Build and manage structured learning paths and content repositories in Mindtickle and Seismic. Program Delivery: Deliver high-quality, monthly sales excellence programs and recurring skill reinforcement sessions. Certification: Create and measure commercial certification paths for AEs, SDRs, and AMs to ensure role readiness. Coaching: Provide structured, repeatable coaching to help reps unblock active deals, strengthen qualification discipline, and improve forecast accuracy. Outbound Strategy: Build outbound frameworks, persona plays, and messaging to launch and optimize sequences that deliver a predictable top-of-funnel pipeline. SDR to AE Hand-off: Ensure clear qualification criteria and smooth transitions to drive higher meeting-to-opportunity conversion. AE Self-Sourcing: Empower AEs to consistently source a defined percentage of their pipeline (e.g., 20-30%) through targeted outbound activities. Win/Loss Analysis: Analyze data with RevOps to launch programs that measurably improve win rates, deal size, and velocity. Solution Engineering: Partner with SEs to improve Demo → Trial → Close success rates effectively pass them to AMs. Expansion Frameworks: Enable AMs to uncover whitespace, assess expansion potential, and navigate renewal/upsell conversations confidently. What do we need from you? 7+ years of progressive experience in Revenue Enablement, Sales Excellence, or Sales Leadership, within a high-growth B2B SaaS environment Deep commercial proficiency across the full sales cycle, with a track record of driving performance in outbound (SDR), closing (AE), and expansion (AM) roles. Methodology ownership: Proven experience architecting, deploying, and sustaining sales methodologies (e.g., MEDDPICC, Challenger, Sandler) and deal frameworks at scale. Deal-level coaching: Ability to provide tactical, real-time coaching on live deals and calls to unblock revenue and sharpen negotiation skills. Content & curriculum design: Demonstrated success in designing scalable learning paths, playbooks, and assets that translate complex strategies into executable behaviors. What gives you an edge? Facilitation excellence: Advanced communication and presentation skills, with the ability to command a room and deliver engaging training to diverse audiences. Data-driven strategy: Proficiency in using CRM data and sales metrics to identify skill gaps, measure enablement ROI, and inform strategic decisions. Cross-functional leadership: A collaborative partner capable of aligning RevOps, Product Marketing, and Sales Leadership toward shared revenue goals. Execution rigor: A structured, project-management approach to enablement, ensuring initiatives are launched effectively and adopted consistently. 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: 6 weeks 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: Health, dental, and vision insurance 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.

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. Our Legal team's mission is to preempt, identify, and resolve legal risks in a timely manner to accelerate business goals. Legal is responsible for keeping UpGuard's operations compliant with all current laws and regulations. The Legal team exists to ensure that accountable decisions are taken at the right level and function in the organization and that individuals making decisions are informed about the level of legal risk inherent in them. Our Legal team works closely across the entire organization in support of various legal matters, with a primary focus on supporting our global sales teams. We're looking for individuals who desire exposure to a wide variety of issues and the opportunity to grow alongside a high-growth cybersecurity SaaS business. Where does this role fit in?We are looking for an experienced General Counsel (GC) to lead our in-house legal function to support our evolving needs as we scale our pre-IPO business. Reporting to the COO, the GC will provide global enterprise-wide leadership and forge substantive relationships throughout the company as well as with the company's external stakeholder groups. This is a perfect position for an ambitious lawyer who wants to lead the Legal function of a consistently scaling business that is defining a category of cybersecurity. What will you do? Act as a strategic legal advisor to executive leadership, proactively identifying risks and opportunities to support informed, high-impact decisions. Build and scale a technology-enabled legal team, leveraging AI and automation to drive efficiency, optimize workflows, and provide responsive support. Lead a high-performing B2B SaaS contracting team, implementing scalable processes and metrics-driven practices to accelerate deals and reduce risk. Provide strategic product counseling to product, engineering, and go-to-market teams, addressing legal issues and enabling successful, compliant product launches. Develop and oversee a scalable compliance program, covering data privacy (e.g., GDPR, CCPA), OFAC/trade compliance, anti-bribery, AI governance, and ethics. Manage corporate legal activities, including governance, equity administration, employment matters, M&A, and fundraising. Direct intellectual property strategy, proactively protecting and managing trademarks, copyrights, patents, and trade secrets. What will you bring? 10+ years of legal experience, with a strong in-house background at an international, B2B SaaS company 4+ years of experience in a leadership role, managing and building legal teams Law degree and admission to and in good standing with the local governing body Exceptional ability to integrate legal, technical, and business perspectives, with proven experience translating complex legal issues into practical, actionable guidance aligned with business and technology objectives. Deep understanding with sell-side SaaS contracting and experience navigating complicated deals across various deal sizes and buyer types. Strong interpersonal and cross-functional collaboration skills, with experience providing responsive, business-oriented legal support across global teams, time zones, cultures, and distributed (hybrid/remote) environments. Significant breadth of knowledge and experience in as many of the following areas as possible: commercial contracts, corporate governance, data security and privacy, AI governance, employment and human resources, intellectual property, marketing (B2B), product, intellectual property, regulatory and trade compliance. Experience implementing AI tools and workflow automation to enhance legal operations, drive efficiency, and scale support for business needs. What's in it for you? Monthly Lifestyle subsidy: use this for financial, physical and mental wellbeing (all regions) 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 (all regions) $1500 USD annual Learning & Development allowance: to support your career development all team members will be able to expense development opportunities against this allowance (all regions) Generous Annual Leave/PTO allowances: time to recharge your batteries (all regions) 18 weeks paid Parental Leave: irrespective of parenting role (all regions) Personal Leave allowance: this includes sick & carer's leave (all regions) Fully remote working environment: whilst we have physical offices in Sydney & Hobart, we do not mandate compulsory attendance (all regions) Top spec hardware: all team members will be provided with top-spec laptops for their role (all regions) Generative AI & Automation tooling: UpGuard provides industry leading generative AI and automation tools to support all team members with their work (all regions) 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.

SecurityScorecard is the global leader in cybersecurity ratings, with over 12 million companies continuously rated, operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh and funded by world-class investors, SecurityScorecard's patented rating technology is used by over 25,000 organizations for self-monitoring, third-party risk management, board reporting, and cyber insurance underwriting; making all organizations more resilient by allowing them to easily find and fix cybersecurity risks across their digital footprint. Headquartered in New York City, our culture has been recognized by Inc Magazine as a "Best Workplace,” by Crain's NY as a "Best Places to Work in NYC," and as one of the 10 hottest SaaS startups in New York for two years in a row. Most recently, SecurityScorecard was named to Fast Company's annual list of the World's Most Innovative Companies for 2023 and to the Achievers 50 Most Engaged Workplaces in 2023 award recognizing “forward-thinking employers for their unwavering commitment to employee engagement.” SecurityScorecard is proud to be funded by world-class investors including Silver Lake Waterman, Moody's, Sequoia Capital, GV and Riverwood Capital. About the Role: SecurityScorecard is seeking a high-impact Sales Director to lead a team of Enterprise Account Executives across the Western U.S. (Pacific Time Zone). This role is designed for a hands-on deal leader and coach who actively participates in closing complex Enterprise deals by removing obstacles, shaping deal strategy, and coaching sellers in real time-while building a high-performing team and driving consistent execution against ambitious enterprise revenue targets. This role does not require personal quota ownership. Instead, the Sales Director is accountable for the team number, forecasting accuracy, and ensuring deals progress efficiently through active leadership engagement where leverage is highest. The Sales Director will lead, develop, and hold accountable a team of ~8 Enterprise sellers, while maintaining direct involvement in key strategic opportunities. This role reports into senior sales leadership and plays a critical role in driving new logo acquisition, enterprise expansion, and adoption of SecurityScorecard's market-leading cybersecurity ratings and risk management platform. Key Responsibilities: Sales Leadership & Execution Lead, coach, and develop a high-performing team of Enterprise Account Executives operating in the Western U.S. Act as a hands-on deal leader, joining customer meetings, removing blockers in complex deal cycles, and providing real-time coaching in active opportunities. Drive a culture of competitiveness, accountability, and execution excellence across the team. Set clear performance expectations and hold reps accountable to quota attainment, deal quality, and execution rigor. Enterprise Revenue Ownership Own performance against a multi-million-dollar Enterprise team quota, leading a team of ~8 Account Executives with ~$1.75M individual quotas. Focus on Enterprise customers defined as 5,000+ employees or $750M+ in annual revenue. Balance new logo acquisition with expansion and upsell opportunities within existing Enterprise accounts. Ensure consistent pipeline generation, coverage, and conversion across the team. Territory & Deal Strategy Partner with reps on territory planning, account prioritization, and whitespace analysis. Inspect deals regularly to identify risk, remove blockers, and improve close rates. Coach sellers on structuring, positioning, and advancing complex, multi-stakeholder Enterprise deals. Drive disciplined execution across long sales cycles and high-value opportunities. Customer & Executive Engagement Regularly engage with CISOs, CIOs, CROs, Risk Leaders, and other executive stakeholders. Help position SecurityScorecard as a strategic risk management partner, not just a point solution. Coach reps on messaging tied to third-party risk, cyber exposure, and business outcomes. Cross-Functional & Channel Collaboration Work closely with Sales Engineers, Channel Managers, Marketing, Customer Success, and MAX teams to drive deal success. Leverage channel and alliance partners where appropriate to extend reach and accelerate enterprise opportunities. Ensure tight alignment across functions throughout the full sales cycle. Forecasting & Operational Rigor Own accurate team-level forecasting through disciplined pipeline inspection and deal review. Monitor pipeline health, leading indicators, and rep-level performance metrics. Partner with Sales Operations to maintain CRM accuracy, pipeline hygiene, and process consistency. Required Qualifications: 10+ years of progressive sales experience, with direct, hands-on experience selling cybersecurity solutions into Enterprise customers. Proven experience leading Enterprise Account Executives in a cybersecurity environment as a hands-on deal leader and coach. Demonstrated success managing Enterprise sales teams with $5M-$10M+ aggregate quotas, across long, complex sales cycles. Strong understanding of cybersecurity risk, third-party risk management, attack surface management, or related security domains, and the ability to translate technical risk into business impact. Track record of coaching sellers live in deals, improving deal quality, and increasing win rates in competitive security sales environments. Experience selling to C-level and senior executive stakeholders (CISO, CIO, CRO, Risk, Compliance, or equivalent). Demonstrated ability to build, scale, and upgrade sales teams, including hiring, performance management, and development of underperforming and high-potential reps. Comfortable operating in high-accountability, metrics-driven environments with aggressive targets and clear performance expectations. Strong forecasting discipline, pipeline inspection skills, and experience running structured deal reviews. Based on the U.S. West Coast to maintain close proximity to Enterprise sellers and customers. What You'll Bring: A strong desire to be in the field with reps and customers, not managing from behind a desk. A coaching mindset with the ability to upgrade talent and elevate performance. Comfort with accountability, transparency, and performance-driven environments. Passion for cybersecurity and helping enterprises understand and manage cyber risk. The ability to thrive in a fast-paced, high-growth, execution-focused culture. Benefits: Specific to each country, we offer a competitive salary, stock options, Health benefits, and unlimited PTO, parental leave, tuition reimbursements, and much more! The estimated total compensation range for this position is $400,000 - $450,000 (base plus bonus). Actual compensation for the position is based on a variety of factors, including, but not limited to affordability, skills, qualifications and experience, and may vary from the range. In addition to base salary, employees may also be eligible for annual performance-based incentive compensation awards and equity, among other company benefits. SecurityScorecard is committed to Equal Employment Opportunity and embraces diversity. We believe that our team is strengthened through hiring and retaining employees with diverse backgrounds, skill sets, ideas, and perspectives. We make hiring decisions based on merit and do not discriminate based on race, color, religion, national origin, sex or gender (including pregnancy) gender identity or expression (including transgender status), sexual orientation, age, marital, veteran, disability status or any other protected category in accordance with applicable law. We also consider qualified applicants regardless of criminal histories, in accordance with applicable law. We are committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need assistance or accommodation due to a disability, please contact ************************************************. Any information you submit to SecurityScorecard as part of your application will be processed in accordance with the Company's privacy policy and applicable law. SecurityScorecard does not accept unsolicited resumes from employment agencies. Please note that we do not provide immigration sponsorship for this position. #LI-DNI

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. Why are we hiring for this role?We're seeking an experienced and innovative Revenue Enablement leader to define and execute the enablement strategy across our global revenue organization. You will partner closely with Sales, Customer Success, Marketing, and Revenue Operations to equip our field teams with the knowledge, tools, and capabilities needed to scale efficiently. This role is instrumental in our transition towards a platform and embedding AI into our go-to-market execution. Given our company's size and stage, this is a hands-on role. You'll be expected to personally deliver impactful enablement while also building and scaling a world-class enablement function that can operate at scale.What will you accomplish? Define, own, and execute the global enablement strategy and roadmap across Sales Development, Account Executives, Sales Engineering, Account Management, and Customer Success. Build and scale a world-class enablement function, including hiring, coaching, and operationalizing a scalable global program with measurable results Develop frameworks that are globally scalable but regionally relevant. Partner cross-functionally with RevOps, Product, Marketing, and regional leadership to align on readiness, systems, and data. Lead the integration of AI into enablement and field execution - from onboarding and training to deal support. Design and deploy AI-powered simulations and role-play scenarios to improve skills, readiness, and confidence in the field. Equip the field for multi-product, value-based selling, enabling the business's transition from product to platform. Personally deliver live and virtual training across onboarding, product readiness, and sales skill development. Build scalable systems for learning, certification, playbooks, and field coaching Define KPIs and reporting to measure enablement impact and drive performance across key business metrics (e.g., ramp time, win rates, quota attainment, NRR). Act as a strategic advisor to GTM leadership on readiness, performance, and productivity. What do we need from you? 7+ years of experience in B2B SaaS revenue enablement or GTM leadership roles, ideally in $50M-$150M ARR organizations. Proven success in building and leading global enablement functions with experience directly enabling high-performing Sales and CS teams in a high-performing environment Hands-on facilitator and coach, with experience directly enabling high-performing sales and CS teams. Deep understanding of SaaS GTM motions (sales-led, PLG, and hybrid) and the full customer lifecycle. Experience enabling platform or multi-product transformations. Demonstrated ability to leverage AI within enablement programs or broader GTM strategies. Data-driven mindset with experience managing programs against measurable KPIs Excellent cross-functional influence and executive communication skills Based the US West Coast, with flexibility to support global teams across multiple time zones. 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: 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: Health, dental, and vision insurance Stock options 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.

SecurityScorecard is the global leader in cybersecurity ratings, with over 12 million companies continuously rated, operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh and funded by world-class investors, SecurityScorecard's patented rating technology is used by over 25,000 organizations for self-monitoring, third-party risk management, board reporting, and cyber insurance underwriting; making all organizations more resilient by allowing them to easily find and fix cybersecurity risks across their digital footprint. Headquartered in New York City, our culture has been recognized by Inc Magazine as a "Best Workplace,” by Crain's NY as a "Best Places to Work in NYC," and as one of the 10 hottest SaaS startups in New York for two years in a row. Most recently, SecurityScorecard was named to Fast Company's annual list of the World's Most Innovative Companies for 2023 and to the Achievers 50 Most Engaged Workplaces in 2023 award recognizing “forward-thinking employers for their unwavering commitment to employee engagement.” SecurityScorecard is proud to be funded by world-class investors including Silver Lake Waterman, Moody's, Sequoia Capital, GV and Riverwood Capital. About the role: As individuals and as a community, we are Solutions focused, Customer centric, and operate as One Team. We are Resilient and Embody #SecurityDNA to practice what we preach. We're looking for people who can contribute to the next phase in our company's development. What makes a successful Scorecarder? Your skills are of course key, but your attitude is equally important. As a Scorecarder, you will commit to working and having fun in a way that exemplifies our S(CORE) values. This role will be focused on channel sales development in Southern EMEA, with fluency in French or Italian required. Responsibilities Lead, create and execute a strategic sales plan jointly with our value-added partners to expands our customer base and extends the company's market reach. Work closely with stakeholders to develop, establish, and direct channel, MSSP and distribution strategies, sales programs, and best practices. Primary goal is to drive NET new enterprise sales opportunities till closure by leveraging our value-added partners when possible. Having regular touch with the potential clients or prospects from sales qualifying, pre-sales engagement, presentation till final sales negotiation for closure when needed. Lead and drive partner ecosystems and ensure partners are meeting the assigned sales targets and drive business growth. Conduct regular sales reviews cadence with partners which include deal progression, planned marketing and demand generation programs. Work with regional sales director to gain consistent high touch relationships with our focused partners, prospects and end-users across the business. Work effectively with fellow channel managers within EMEA providing cohesive and consistent coverage for SecurityScorecard Basic qualifications 3+ years of sales experience as a technology sales representative InfoSec working sales experience will be advantage Deep and wide rolodex within the upper tier InfoSec partner community. Exceptionally strong presentation and communication skills Fluency in French Able to travel to France, Italy, and the Middle East Additional qualifications Significant sales and channel manager experience Proven track record of achievement above plan Experience working for growth companies of similar scale Fluency in Italian or Arabic is preferred but not required. SecurityScorecard is committed to Equal Employment Opportunity and embraces diversity. We believe that our team is strengthened through hiring and retaining employees with diverse backgrounds, skill sets, ideas, and perspectives. We make hiring decisions based upon merit and do not discriminate based on race, color, religion, national origin, sex or gender (including pregnancy) gender identity or expression (including transgender status), sexual orientation, age, marital, veteran, disability status or any other protected category in accordance with applicable law. We also consider qualified applicants regardless of criminal histories, in accordance with applicable law. We are committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need assistance or an accommodation due to a disability, please contact ************************************************. Any information you submit to SecurityScorecard as part of your application will be processed in accordance with the Company's privacy policy and applicable law. If you are a resident of Colorado, New York City, California, or Washington State, please email us at ************************************************ to receive compensation information for this role. SecurityScorecard does not accept unsolicited resumes from employment agencies.