Job Description
Be a decision-maker, not a service desk: Sit at the table with Marketing, Sales, and Product to shape go-to-market bets for net-new logos. Bring a clear point of view, recommend the next best action, and drive follow-through. Apply metric-tree thinking with a common currency: Tie input levers (traffic quality, lead velocity, meeting rate, stage conversion, win rate, ACV) to a shared north star for new business. Own the net-new pipeline health loop: Define clear targets and early-warning signals across the funnel, monitor pipeline coverage vs. goals, and flag slippage and bottlenecks before they impact quarterly new-logo targets. Analyse and and work with the Data Engineering team to connect systems end-to-end: Stitch together Google Ads, HubSpot/Salesforce, Segment/product analytics, and attribution data to identify the channels, messages, and ICP segments that most efficiently create sales-accepted opportunities and closed-won new customers. Operationalise analytics for speed: Close logging/definition gaps, simplify company-accepted metric definitions, and automate weekly GTM readouts. Run high leverage deep dives: Size the upside of new-logo initiatives, quantify trade-offs (CAC payback vs. channel mix), and use outlier/edge-case analyses Forecast and predict outcomes: Build pragmatic forecasting loops for net-new logos and introduce predictive risk signals that help leadership adjust plans early.
About UpGuard
UpGuard's mission is to make life easier for security teams, creating robust solutions that identify, assess, and remediate cybersecurity risk.