Executive Business Development Manager

UpGuardSydney3M ago

UpGuard is on a mission to solve data insecurity. UpGuard is the world’s first Cyber Resilience platform, offering the only comprehensive solution in the market for identifying and mitigating cyber risks across both internal and external information supply chains. With UpGuard, professionals in IT, information risk, and cybersecurity are armed with the real-time knowledge they need to address emerging issues swiftly, whether they occur in local information systems or via third party vendors. 


With offices in Mountain View, California and Sydney, Australia, UpGuard is helping customers around the world reduce the challenges of information risk created by increasingly complex information systems and vendor supply chains. We take great pride in what we do, valuing quality and integrity in every task we perform. We care about our team and strive to know what matters to employees, providing them with the tools they need to do their best work. Become a part of the team that revels in the challenge of the unknown. Join UpGuard; do the impossible.


What we’re looking for

UpGuard is looking for a highly motivated, exceptional enterprise sales individual to join our growing APAC team in Sydney as an Enterprise Business Development Manager. You will be responsible for meeting critical revenue targets by building out and managing a pipeline of qualified net new sales opportunities. You will manage an enterprise level sales cycle from beginning (cold outreach) all the way to the end (final contractual close) and handoff to our Customer Success team.


We are looking for someone who will engage with prospective customers to get to the crux of their business needs, creating solution plans that map their needs to the strategic value that UpGuard’s products and services can provide to their business.


You demonstrate excellence at every phase of the sales journey, from delivering UpGuard’s value proposition to customers, generating meetings with potential opportunities, demonstrating our product functionalities, negotiating contract terms and most importantly, closing. You are comfortable working with individuals at all levels - including C-Suite Executives.


UpGuard’s ideal candidate is a highly process oriented sales professional with a proven track record and an insatiable desire to do things better. You will have the opportunity to work closely with our Product, Marketing and Customer Success teams, becoming a critical part of the feedback loop that improves our products, services and marketing. For these reasons we’re seeking a highly collaborative individual who excels and enjoys interfacing across the organization and is comfortable providing and receiving feedback.


What’s in it for the right candidate

  • High level exposure to a fast-growing cyber security market selling to c-level executives
  • Rapid personal and professional development opportunity
  • Exposure and opportunities to work collaboratively with marketing, product, operations and customer success
  • Freedom to hunt and develop your own network of opportunities and grow your own experience base in sales, whilst being directly supported and mentored by experienced business leaders.
  • Excellent package including incentives - free lunch, flexible work arrangements and gym reimbursement program.
  • A great team and working environment in the Sydney’s CBD.


Responsibilities

  • Meeting your personal sales quotas quarter after quarter
  • Generating a pipeline of qualified net new sales opportunities via cold outreach (such as over the phone and email)
  • Leveraging your network to generate new sales opportunities
  • Manage a substantial number of sales opportunities at any given point in time without sacrificing the quality of any single customer engagement
  • Balance customer demands with UpGuard's needs & resources to produce high ROI agreements
  • Developing and refining an in-depth & detailed understanding of UpGuard's products and services, the strengths of our solutions that differentiate UpGuard from competitors, and the unique value that UpGuard's differentiated solutions provide to both customers and the marketplace
  • Provide feedback to the Sales, Product, Marketing & Customer Success teams to improve our internal processes and solution offerings
  • Produce proper notes and metrics that help UpGuard make accurate business forecasts and help other teams understand why we win and lose deals
  • Acting as a trusted industry expert capable of challenging commonly held customer beliefs while offering truly valuable alternatives


What we’re looking for

  • Closers and target breakers
  • Working knowledge of current CRM software and cloud productivity tools – particularly Hubspot and G-Suite
  • Demonstrated understanding of Enterprise sales cycle and effective negotiation tactics
  • Excellent written and oral communication skills
  • Highly process and detail oriented
  • An ability to deliver projects and answer customer inquiries on time
  • 1-3 years of experience in a Sales Development/Lead Generation role
  • Minimum 5 year experience in a closing Sales role selling enterprise software


Bonus

  • Experience selling SaaS enterprise solutions in a closing role – Professional Services/MSSP experience is highly valued due to the nature of our products
  • Proven track record selling to companies in the Financial Services industry


What’s in it for you

  • High level exposure to a fast-growing cyber security market selling to c-level executives
  • Rapid personal and professional development opportunity
  • Exposure and opportunities to work collaboratively with marketing, product, operations and customer success
  • Excellent package including incentives - free lunch, flexible work arrangements and gym reimbursement program.
  • A great team and working environment in the Sydney’s CBD.