Job description
Who are we?
UpGuard’s mission is to protect the world’s data. We obsessively seek out elegant, robust ways to enable our customers to find, acknowledge, and remediate cyber risk. With UpGuard, organizations leverage our security expertise and software to automate what was once laborious, spreadsheet-driven processes–whether it’s monitoring the attack surface of hundreds of vendors or assessing the security of their own infrastructure. UpGuard is used by some of the world’s largest, fastest-growing, and most innovative companies.
At UpGuard, our Sales team has not only been pivotal in growing our business but, more importantly, showing the value of our product daily. We have a highly collaborative sales culture and take on a consultative approach, focusing solely on what’s best for the customer. In 2024, our Sales team exceeded revenue targets, and we’re only just getting started! We’re on the lookout for high-energy individuals who are hungry to get better every day, have a desire to win, and are seeking to sell a product that is helping solve a massive problem for businesses across the globe.
Why are we hiring for this role?
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: Our employees use this for financial, physical, and mental well-being
- WFH set-up allowance: To ensure you have the right environment to work in, we will help you get set up within your first 3 months at UpGuard
- Generous Compensation: The base salary for this role is between $240,000 and $260,000. Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience.
- $1,500 USD annual Learning & Development allowance: To support your career development, all team members will be able to expense development opportunities against this allowance
- Generous Annual Leave/PTO allowances: Time to recharge your batteries
- 18 weeks paid Parental Leave: Irrespective of parenting role
- Personal Leave Allowance: This includes sick & carer’s leave
- Fully remote working environment: While we have physical offices in Sydney & Hobart, we do not mandate compulsory attendance
- Top-spec hardware: All team members will be provided with top-spec laptops for their roles
#LI-LW1
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.
