I am...

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.Â

At UpGuard, our Sales team has not only been pivotal in growing our business but more importantly, showing the value of our product on a daily basis. We have a highly collaborative sales culture and take on a consultative approach, focusing solely on what’s best for the customer. In 2023, 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 are looking to further expand our Sales Engineer function in the US, to support our growing sales team. As a Sales Engineer at UpGuard, you will be the central technical point of contact for customers progressing through our sales funnel. We’re looking for a driven individual who possesses an inquisitive mind and excellent technical knowledge. By joining the Sales Engineer team in the US, you'll have a critical role in enabling our Account Executives and ensuring our customers have a world-class experience.

• As part of the Revenue Operations team, your goals will be to build, implement and iterate on processes to support and scale the Sales function to achieve revenue targets
• You will drive product activation during trials by providing an excellent experience to our customers and ultimately assist the sales team with closing new business by doing the following:
• Support prospects during trials/proof of concepts (POC) of the platform
• Identifying prospect pain points and challenges during trials/POCs of the platform while also defining their goals and influencing their requirements
• Be the technical point of contact for any support queries during the trial process
• Assist with customer security assessments, RFPs, and business cases as required
• Work collaboratively with the team to improve the trial/POC experience for our customers by identifying key insights, trends, and areas of improvement in the trial process and developing solutions to mitigate them

Required Qualifications:

• At least 2-3 years of experience in either a Sales Engineer, Solutions Consultant or technical customer support role at a B2B SaaS company
• A solutions-driven problem solver who is innately curious and seeks to understand WHYÂ
• Proven ability to deliver product demonstrations and presentations to customers
• Excellent written and verbal communication - this is a customer-facing role and you will be speaking directly to customers as part of the trial process
• A high degree of technical aptitude and an intrinsic willingness to learn
• Ability to give and receive feedback - you will collaborate cross-functionally across the organization to drive process improvements

Preferred Qualifications:

• Information Technology or Software Engineering degree
• Experience or a keen interest in cybersecurity

What's in it for you?

• Monthly Lifestyle subsidy: use this for financial, physical, and mental wellbeing.
• 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 range for this role is between $90,000 and $110,000. You will also receive a quarterly bonus on top of the base salary. Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience.
• $1500 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.
• Personal device security & online privacy protection subsidy: UpGuard provides team members with a paid subscription to personal device security & online privacy protection platform.
• Generative AI subsidy: UpGuard provides paid subscriptions for all team members to access generative AI tools to support their work.

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, DC or NV. 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.

Company Description

Dynatrace exists to make software work perfectly. Our platform combines broad and deep observability and continuous runtime application security with advanced AIOps to provide answers and intelligent automation from data. This enables innovators to modernize and automate cloud operations, deliver software faster and more securely, and ensure flawless digital experiences.

• Assist customers in solutioning complex integrations.
• Assist the Enterprise Solutions Architect team with key delivery tasks, presentations, diagrams, data analytics, or hands-on integrations.
• Contribute to the adoption of the new Elevate portal that serves up the ESA content to our engagements and manages content for the rest of the Dynatrace Services Organization.
• Be exposed to a vast number of technologies, teams, and techniques throughout top organizations.
• Refine and grow skills and responsibilities in development, DevOps, Business Intelligence, cloud, security and infrastructure, log analytics, and various other aspects of the Dynatrace Platform.

Minimum Requirements

• Bachelor’s Degree required or equivalent experience accepted in lieu of degree
• 3+ years of experience using Dynatrace or managing Observability solutions.

Preferred Requirements:

• Prior experience with log analytics with products such as Splunk, ElasticSearch, Dynatrace, etc.
• Ability to develop automation and repeatable processes/scripts to enable solutions that deploy, manage, configure, scale, and monitor Client applications
• Experience in frontend and/or backend programming languages
• 1+ industry certification (AWS / Azure / GCP / Kubernetes / Ansible etc..)
• An Active Dynatrace Certification
• Understanding of PaaS concepts and implementations such as Cloud Foundry, OpenShift, BlueMix or similar offerings
• Strong skills in diagramming and articulating designs and solutions
• Strong analytic, organization, presentation, customer service, and facilitation skills.
• Ability to gather customer requirements and translate those requirements into short- and long-term deliverables
• Comfortable with Software Development Life Cycles, Test Driven Development, Continuous Integration and Continuous Delivery/Deployment
• A general understanding of a variety of Cloud technologies and offerings such as AWS, Azure, or Google Cloud
• Solid understanding of Network and Software Security Models, protocols, certificates, etc.
• A general understanding of network topologies, routing, network security, security protocols, routing, load balancers, and capacity planning
• A general understanding of Containers and Container orchestration products i.e. Kubernetes, OpenShift, docker
• Outstanding communicator and writing skills with the ability to consult and lead multi-day meetings
• An understanding of deploying Application and/or Infrastructure Monitoring & Observability
• Experience in both Linux and Windows OS
• A general understanding of solutions using Chef, Puppet, Ansible, Terraform, Jenkins, and similar products

• Dynatrace is a leader in unified observability and security.
• We provide a culture of excellence with competitive compensation packages designed to recognize and reward performance.
• Our employees work with the largest cloud providers, including AWS, Microsoft, and Google Cloud, and other leading partners worldwide to create strategic alliances.
• The Dynatrace platform uses cutting-edge technologies, including our own Davis hypermodal AI, to help our customers modernize and automate cloud operations, deliver software faster and more securely, and enable flawless digital experiences.
• Over 50% of the Fortune 100 companies are current customers of Dynatrace.

DOE, annual salary of $109K - $136K plus Health, Dental, Life, STD, LTD, 401k, PTO. Total compensation may vary depending on candidate experience, education, and location.

All your information will be kept confidential according to EEO guidelines.

We offer competitive compensation, company-sponsored premium benefits, medical, dental, vacation/holidays, company matching 401(k) Plan, etc. Dynatrace is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, gender identity, religion, national origin, ancestry, citizenship, physical abilities, age, sexual orientation, creed, disability status, veteran status, pregnancy, genetic status, or any other characteristic protected by law.

At JFrog, we’re reinventing DevOps to help the world’s greatest companies innovate -- and we want you along for the ride. This is a special place with a unique combination of brilliance, spirit and just all-around great people. Here, if you’re willing to do more, your career can take off. And since software plays a central role in everyone’s lives, you’ll be part of an important mission. Thousands of customers, including the majority of the Fortune 100, trust JFrog to manage, accelerate, and secure their software delivery from code to production -- a concept we call “liquid software.” Wouldn't it be amazing if you could join us in our journey?

We are seeking an experienced and results-driven Regional Vice President of Sales to lead our strategic enterprise accounts team for the West Region in the United States. This executive will play a critical role in driving growth, expanding our market presence, and accelerating revenue within our strategic enterprise segment. This role requires a strategic mindset and strong leadership skills to drive a high-performance culture, manage complex sales processes, and ensure exceptional customer success. Reporting directly to the GM and SVP of NA Sales, the RVP will align with company goals, execute the sales strategy, and guide a team of seasoned Strategic Account Executives.

• Develop, lead and execute the sales strategy for the West region, ensuring alignment with company objectives and market trends.
• Build, inspire, and manage a high-performing team of Strategic Account Executives. Provide mentorship, foster a positive culture, and drive team accountability to achieve and exceed sales targets.
• Own and deliver on revenue targets for the West Region, identifying growth opportunities within existing accounts and developing strategies to win new enterprise customers.
• Own and measure the growth by Increasing renewal rates, reduce churn and expand our revenue in accounts through cross-sell and up-sell using advocacy and higher product adoption.
• Drive operational rigor for territory mapping, account planning, opportunity/pipeline management and quarterly business reviews. Lead by example by using our sales methodology and processes effectively that enable accurate forecasting of opportunities.
• Cultivate and maintain executive-level relationships with key customers to drive satisfaction, adoption, expansion and retention. Act as an escalation point for complex negotiations and customer needs.
• Work closely with Marketing, Product, and Customer Success teams to ensure consistent messaging, product alignment, and customer satisfaction across all touchpoints.
• Stay informed on industry trends, competitive landscape, and customer challenges to inform and adapt the regional sales strategy.
• Implement and continuously improve processes, leveraging data and technology to drive operational efficiency and scalability within the region.

Required Qualifications

• 10+ years of enterprise sales experience with 5+ years of leadership experience with a track record of success in enterprise sales within the software/SaaS industry.  Second line leadership experience is a plus.
• Demonstrated success in building, managing, and developing high-performing sales teams in a fast-paced, high-growth environment.
• Strong executive presence and presentation skills to effectively lead and manage a sales team. Very comfortable in the “C” suite with a track record of closing seven and eight figure software licensing deals.
• Proven success attracting, hiring,and retaining a world class sales team which includes setting clear objectives, providing guidance and support, mentoring and developing team members while fostering a high-performance sales culture.
• Proven Experience with MEDDPICC and value-based selling. Experience with Challenger selling is a plus.
• Strong analytical and forecasting skills with a data-driven approach to decision-making and problem-solving.
• Exceptional ability to work collaboratively across departments and foster a culture of teamwork and high performance.
• Must be willing and able to travel up to 50%

WHAT JFROG CAN OFFER…

• At JFrog, base salary is only one component of our compensation package.
• This position has a base salary range between $220,000 to $240,000.  Base salary will be based on your skills, qualifications, experience and location.
• Additionally, this role may be eligible for discretionary bonuses or commission payments.
• This position also includes an equity package of restricted stock units (RSU).  In addition, JFrog employees are eligible to participate in our Employee Stock Purchase Plan.
• JFrog provides employees comprehensive benefits including medical, dental, vision, retirement, wellness and much more!

JFrog is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status or any other category protected by law.