Senior Manager, Global Customer Upsell & Expansion – Driving Revenue Growth for Next‑Gen Trust & Quantum Security Solutions at brighthush

About brighthush

At brighthush, we’re on a relentless mission to safeguard the digital world we all depend on. Our team blends bold innovation with real‑world impact, tackling the most pressing cybersecurity challenges with cutting‑edge technology and a culture that thrives on collaboration, integrity, and inclusion. Every voice matters here, and every idea has the potential to shape the future of secure digital experiences.

We’re not just a cybersecurity company – we’re a partner to organizations worldwide, helping them protect their most valuable assets while unlocking new growth opportunities. Our portfolio spans Next‑Generation Trust Security (NGTS) and Quantum Safe Security solutions, and we’re looking for a seasoned leader to accelerate expansion across our global customer base.

Why This Role Matters

As Senior Manager of Customer Upsell, you will be the operational engine that turns renewal conversations into tangible revenue growth. You’ll partner directly with the Director of NGTS Upsell and work hand‑in‑hand with renewal, trust, and field teams across AMER, EMEA, and APAC. Your strategic insight and execution prowess will enable us to capture over‑consumption, cross‑sell Quantum Safe Security, and drive annual contract value (ACV) expansion for our most valuable customers.

Key Responsibilities

Global Renewal‑Led Upsell Execution

• Collaborate with the Director to design and roll out commercial plays that maximize ACV expansion during renewal cycles.
• Lead cross‑functional initiatives that align renewal, trust, and field teams to identify upsell opportunities early in the renewal journey.
• Own the end‑to‑end upsell process for priority accounts, ensuring seamless transition from renewal to expansion.

Idira Renewal Team Alignment

• Maintain a daily operational loop with the global Idira renewal organization to track upcoming renewal cohorts across all theaters.
• Analyze customer entitlement data and flag high‑potential accounts for expansion.
• Provide actionable insights to renewal managers to surface upsell candidates during the renewal planning stage.

Management & Trust (M&T) Specialist Collaboration

• Co‑sell and co‑develop proposals with M&T Specialists and field account teams worldwide.
• Align commercial transition strategies, ensuring a unified front during contract negotiations.
• Facilitate knowledge transfer and best‑practice sharing across regions.

Deal Operations & BOM Creation

• Build comprehensive Bills of Materials (BOMs) in partnership with M&T Specialists, Domain Consultants, and Finance.
• Model commercial transition scenarios and navigate complex global deal frameworks.
• Resolve deal‑desk friction and expedite approvals across time zones.

Account Entitlement Audits

• Conduct systematic usage audits to identify over‑consumption and value‑capture opportunities.
• Translate audit findings into actionable recommendations for regional M&T reps.
• Support the creation of value‑capture agreements during renewal windows.

Field Enablement & Tools

• Develop rep‑facing resources such as commercial calculators, transition playbooks, and deal cheat sheets.
• Ensure tools are intuitive, data‑driven, and aligned with the latest product roadmap.
• Gather feedback from field teams to iterate and improve enablement assets.

Cross‑Functional Facilitation

• Act as the operational bridge between Product Management, Technical Consultants, Finance, and regional sales leads.
• Identify and remove execution bottlenecks that impede upsell momentum.
• Champion a culture of continuous improvement across the upsell ecosystem.

Pipeline & Forecasting Hygiene

• Maintain clean, accurate Salesforce records and Tableau dashboards.
• Provide clear, actionable global pipeline visibility to the Director and executive leadership.
• Track upsell performance metrics and report on key performance indicators (KPIs).

Future Team Onboarding

• Design and implement standard global operating procedures and playbooks.
• Develop onboarding workflows that accelerate ramp‑up for new hires across regions.
• Mentor and coach emerging leaders within the upsell team.

Essential Qualifications

• Experience: 8+ years in Renewal Management, Account Management, Customer Success, GTM Operations, or Commercial Deal Execution within enterprise cybersecurity or SaaS, preferably with global or multi‑region exposure.
• Co‑Selling Expertise: Proven track record of partnering with domain specialists, renewal managers, and customer success teams to drive expansion revenue.
• Commercial Deal Structuring: Hands‑on experience building BOMs, navigating enterprise contract terms, and managing deal‑desk approvals across complex global frameworks.
• Renewal & Entitlement Knowledge: Deep understanding of SaaS renewal lifecycles, entitlement tracking, over‑consumption capture, and contract transition workflows.
• Technical & Security Aptitude: Ability to quickly master and communicate enterprise security concepts, certificate lifecycle management, and cryptographic transitions.
• Execution Mindset: Comfortable managing day‑to‑day deal support and administrative workflows across global regions, with a strong coaching and leadership potential.
• CRM & Analytics Proficiency: Daily proficiency in Salesforce, Tableau, and Google Workspace for pipeline tracking, usage analysis, and reporting.

Preferred Qualifications

• Experience in Certificate Lifecycle Management (CLM), Public Key Infrastructure (PKI), or identity and trust security domains.
• Track record supporting structured upsell desks, migration programs, or GTM scaling initiatives within a global matrixed tech organization.
• Familiarity with quantum‑safe security solutions and their commercial positioning.

Skills & Competencies

• Strategic Thinking: Ability to see the big picture while managing granular details.
• Analytical Acumen: Strong data‑driven decision making and performance measurement.
• Communication: Clear, persuasive communication with technical and non‑technical stakeholders.
• Collaboration: Proven ability to work cross‑functionally in a matrixed environment.
• Adaptability: Thrive in a fast‑paced, evolving market with shifting priorities.
• Leadership: Inspire and develop high‑performing teams, even in a remote setting.

Career Growth & Learning Opportunities

At brighthush, we believe that growth is a shared journey. As Senior Manager of Customer Upsell, you will:

• Lead a high‑impact global program that directly influences the company’s revenue trajectory.
• Collaborate with senior leaders across product, finance, and sales, gaining exposure to strategic decision‑making.
• Mentor and coach a growing team, building leadership skills that prepare you for future executive roles.
• Participate in continuous learning programs, including security certifications, data analytics workshops, and leadership development courses.
• Enjoy a flexible, remote‑first work environment that supports work‑life balance while fostering global collaboration.

Company Culture & Work Environment

brighthush is built on the pillars of trust, accountability, and shared success. We celebrate diversity, encourage bold ideas, and reward results. Our culture is:

• Inclusive: Every team member’s perspective is valued and leveraged.
• Collaborative: Cross‑functional teams work together to solve complex problems.
• Transparent: Open communication channels keep everyone aligned.
• Growth‑Oriented: Continuous learning and career development are embedded in our DNA.
• Impact‑Focused: Your work directly contributes to protecting digital lives worldwide.

Compensation & Benefits

While the exact package will depend on experience and location, we offer a competitive total rewards package that may include:

• Base salary range: $167,300 – $270,600 per year (non‑sales roles) or base salary + commission target (sales roles).
• Performance‑based bonuses and restricted stock units.
• Comprehensive health, dental, and vision insurance.
• Generous paid time off and flexible work arrangements.
• 401(k) plan with company match.
• Professional development stipend and access to industry conferences.
• Employee wellness programs and mental health resources.

Ready to Join brighthush?

If you’re passionate about driving revenue growth, thrive in a global, fast‑paced environment, and want to make a tangible impact on the cybersecurity landscape, we want to hear from you. Bring your expertise, your curiosity, and your commitment to excellence, and help us shape the future of secure digital experiences.

Apply today and become a pivotal part of brighthush’s mission to protect the digital way of life.