Account Executive (Mumbai or Pune) at UpGuard

Pune, Maharashtra, India

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Not SpecifiedCompensation

Junior (1 to 2 years), Mid-level (3 to 4 years)Experience Level

Full TimeJob Type

UnknownVisa

Cybersecurity, Technology, SaaSIndustries

Requirements

At least 4 years of technology-related sales or business development experience at a B2B SaaS company for the Indian Market
Experience with MEDDPICC sales methodology
Consistent top performer with a history of exceeding targets
Experience selling to Mid-Market & Enterprise customers, including C-level executives
Exceptional communicator, both written and spoken
Demonstrated success with complex commercial and legal negotiations, working with procurement, legal, and business teams
Experience working with and managing partners, including global system integrators and packaged software vendors
Highly process-oriented and detail-oriented
Based in Mumbai or Pune (fully remote role, cannot hire outside this location)

Responsibilities

Work as a team with Sales Development Representatives (SDRs), Technical Account Managers (TAMs), and Operations to complete a full sales cycle
Manage the full sales cycle, from lead generation to close
Generate pipeline of qualified net new sales opportunities via cold outreach
Perform product demos in person and via video conference to prospects
Communicate and sell UpGuard’s value proposition to prospects
Maintain accurate and detailed notes on every deal in your pipeline
Collaborate with other Account Executives and cross-departmentally to share knowledge and insights
Help shape the future of businesses as part of an entrepreneurial team in a rapidly growing business

Skills

Key technologies and capabilities for this role

Sales Cycle ManagementLead GenerationConsultative SellingProcess-Oriented SalesTeam CollaborationAccount Management

Questions & Answers

Common questions about this position

Is this a remote role, and where is it based?

This is a fully remote role based in Mumbai or Pune, but the company cannot hire outside this location.

What salary or compensation does this position offer?

This information is not specified in the job description.

What experience and skills are required for this Account Executive role?

Candidates need at least 4 years of technology-related sales or business development experience at a B2B SaaS company for the Indian Market, experience with MEDDPICC sales methodology, a history of exceeding targets, and comfort selling to Mid-Market & Enterprise customers including C-level executives. Exceptional communication skills are also required.

What is the company culture like at UpGuard?

UpGuard has a highly collaborative sales culture with a consultative approach focused on what's best for the customer. The sales team exceeded revenue targets in 2024 and seeks high-energy individuals hungry to improve and win.

What makes a strong candidate for this Account Executive position?

A strong candidate is a highly process-oriented sales professional with a proven track record of exceeding targets, experience in full sales cycles for B2B SaaS in the Indian market, and an insatiable desire to improve.

UpGuard

Cybersecurity risk management software solutions

About UpGuard

UpGuard helps businesses manage and reduce risks related to their digital operations through its cybersecurity software solutions. Its main products include UpGuard CyberRisk, which evaluates a company's cybersecurity health and identifies vulnerabilities; UpGuard Vendor Risk, which assesses the security practices of third-party vendors; and UpGuard BreachSight, which monitors the internet for exposed data and potential breaches. Unlike many competitors, UpGuard offers a subscription-based model, allowing clients to access its services online without the need for installation. The goal of UpGuard is to provide essential tools that help organizations protect their data and comply with regulatory standards.

Mountain View, CaliforniaHeadquarters

2012Year Founded

$44.7MTotal Funding

SERIES_BCompany Stage

Enterprise Software, CybersecurityIndustries

201-500Employees

Benefits

Free lunches and coffee

Gym reimbursement

Flexible work arrangements (work-from-home)

A 401(k) plan, health, dental, and vision benefits (US employees)

Risks

Emerging competition from developer-focused platforms like Aikido challenges UpGuard's market share.

Rapid AI evolution in cybersecurity could diminish UpGuard's competitive edge.

New quantitative vulnerability scoring systems may pressure UpGuard to innovate its methodologies.

Differentiation

UpGuard's CSTAR score integrates cybersecurity with corporate insurance policies.

UpGuard's AI tool streamlines security tasks for resource-limited teams.

UpGuard's SIG Lite questionnaire enhances vendor risk assessment efficiency.

Upsides

UpGuard is a leader in third-party risk management for eight consecutive quarters.

Growing demand for AI-driven cybersecurity solutions aligns with UpGuard's recent AI tool launches.

Increasing regulatory requirements drive demand for UpGuard's comprehensive cybersecurity solutions.

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