Revenue Operations Specialist

Who are we?

UpGuard’s mission is to make life easier for security teams. We meticulously create robust solutions that enable our customers to identify, assess, and remediate cybersecurity risk across their attack surface, vendor ecosystem, workforce, and trust relationships. Our integrated cyber risk posture management platform combines comprehensive security ratings, instant risk assessments, templated security questionnaires, threat intelligence capabilities, and agentic AI to give organizations a holistic view of their risk surface.

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.

Where does this role fit in?

We are looking for a detail-oriented and service-minded Rev Ops professional to join our growing Rev Ops team. This role is crucial in supporting our global sales team by ensuring a smooth and efficient sales process from top of the funnel to close. You will be instrumental in maintaining data integrity, facilitating deal approvals, leveraging AI-driven insights to optimise processes and providing essential operational support that allows our sales representatives to focus on selling and achieving revenue targets. This role will also be encouraged to explore and recommend AI-powered solutions to enhance Rev Ops efficiency and effectiveness

What will you do?

• Support the sales team with ad-hoc requests as they support existing and future customers.
• Support the delivery of standard operating procedures for processes such as deal approval, territory adjustments, internal tool provisioning, and customer entitlements/provisioning.
• Improve the existing tool stack through configuration changes and updates.
• Review data quality issues raised by the sales team, using AI-powered data cleansing and validation tools where applicable, and ensure compliance with procedures and policies.
• Assist with generating standard sales reports, dashboards, and segmented lists for the broader GTM organisation.
• Help document and maintain sales processes, policies, and best practices.
• Assist with onboarding new sales team members on sales tools and processes.
• Conduct audits as necessary to ensure compliance.
• Facilitate the deal approval process, coordinating with sales, finance, product, and legal teams to ensure compliance and timely execution.
• Ensure all deal information is accurately logged and updated in the CRM (HubSpot) and CPQ (Subskribe).
• Communicate effectively regarding deal status, requirements, and operational updates.
• Identify trends in incoming inquiries using data analysis and AI-powered insight tools, and work with the broader RevOps team to suggest improvements and help build solutions that remove bottlenecks and automate processes.
• Support change management for new initiatives across the sales organisation.
• Be a supportive partner to the sales organisation while clearly communicating the need to adhere to procedures and policies.
  
  

What will you bring?

• 2-3 years of experience in a revenue operations, sales operations, support, deal desk, or administrative role, preferably within a B2B (SaaS is a plus) environment, with a demonstrated interest or experience in leveraging technology and AI to improve processes
• A proactive mindset towards identifying opportunities for AI implementation to drive efficiency and strategic insights.
• Strong attention to detail and commitment to accuracy.
• Excellent organisational and time-management skills, with the ability to manage multiple tasks and priorities.
• Good communication skills, both written and verbal, in English.
• Proficiency with CRM software
• Ability to work independently and as part of a remote, global team.
• Must be willing and able to work EMEA-focused business hours.
  
  

What will give you an edge?

• Track record of improving process and policy, not just ensuring adherence to it
• Using AI regularly to solve and improve on various related Rev Ops challenges
• Understanding of CRMs like Hubspot and Salesforce, and can design solutions within them or even configure them yourself
• Familiarity with various CPQ systems. Our solution is Subskribe, but CPQ/Steelbrick or DealHub would be valuable
• Track record of adding value to deals and thinking creatively to balance company and customer interests
  
  

What's in it for you?

• Monthly Lifestyle subsidy: 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.
• $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.
• 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, 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.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.