Senior Manager, Customer Upsell, NGTS

Location: Boston, Massachusetts, United States; remote role with hybrid team collaboration.

Salary: $167,300–$270,600 per year; compensation may also include restricted stock units and a bonus.

Company

Cybersecurity organization developing solutions in Next Generation Trust Security, Quantum Safe Security, identity and trust security, and certificate lifecycle management.

What you will do

• Execute global renewal-led upsell programs to drive ACV expansion, capture overconsumption, and cross-sell Quantum Safe Security across renewal cohorts.
• Coordinate daily with global renewal teams, M&T Specialists, field account teams, Domain Consultants, Finance, Product Management, and Technical Consultants.
• Build Bills of Materials, model commercial transition scenarios, structure proposals, and resolve deal-desk issues for complex upsell opportunities.
• Audit account usage and entitlements to identify expansion opportunities and support value-capture agreements during renewals.
• Create commercial calculators, transition playbooks, deal cheat sheets, operating procedures, and onboarding workflows.
• Maintain Salesforce records and Tableau dashboards for global pipeline visibility, forecasting, and account usage analysis.

Requirements

• 8+ years of experience in Renewal Management, Account Management, Customer Success, GTM Operations, or Commercial Deal Execution within enterprise cybersecurity or SaaS, ideally supporting global accounts or multi-region theaters.
• Strong experience co-selling with domain specialists, renewal managers, and customer success teams to drive expansion revenue within existing accounts.
• Practical experience assembling BOMs, navigating enterprise contract terms, structuring upgrade pricing models, and managing deal-desk approvals across complex global deal frameworks.
• Understanding of SaaS renewal lifecycles, software entitlement tracking, overconsumption capture, and contract transition workflows.
• Ability to learn and communicate enterprise security concepts, certificate lifecycle management, and cryptographic transitions in business conversations.
• Comfort managing daily deal support and administrative workflows across global regions, with the ability to coach and lead future team members.
• Daily proficiency in Salesforce, Tableau, and Google Workspace for pipeline tracking, account usage analysis, and reporting.

Nice to have

• Experience in Certificate Lifecycle Management, PKI, or identity and trust security.
• Track record supporting structured upsell desks, migration programs, or GTM scaling initiatives within a global matrixed technology organization.

Culture & Benefits

• Remote work with collaboration across geographies and hybrid teams.
• Culture centered on trust, accountability, shared success, collaboration, execution, integrity, inclusion, and innovation.
• Benefits may include restricted stock units and a bonus in addition to the stated compensation.
• Reasonable accommodations are available for qualified individuals with disabilities or special needs.