Vice President of Revenue Enablement at UpGuard

Los Angeles, California, United States

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Not SpecifiedCompensation

Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Cybersecurity, TechnologyIndustries

Requirements

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

Responsibilities

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

Skills

Key technologies and capabilities for this role

Revenue EnablementSales EnablementEnablement StrategyRevenue OperationsCustomer SuccessMarketingSales DevelopmentAccount ExecutivesSales EngineersGo-to-MarketAI Integration

Questions & Answers

Common questions about this position

Is this a remote position or does it require office work?

This information is not specified in the job description.

What is the salary or compensation for this role?

This information is not specified in the job description.

What key skills and experience are required for the Vice President of Revenue Enablement role?

The role requires experience as an innovative Revenue Enablement leader, ability to define and execute global enablement strategies, hands-on delivery of training, cross-functional partnership skills, and expertise in integrating AI into enablement and field execution.

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, emphasizing high-energy individuals hungry to improve, win, and solve massive business problems.

What makes a strong candidate for this position?

Strong candidates are experienced Revenue Enablement leaders who can build and scale functions hands-on, integrate AI into go-to-market strategies, partner cross-functionally, and deliver measurable results in a high-growth environment.

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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