Senior Manager, Global Customer Upsell – Strategic Expansion of Next‑Gen Trust & Quantum‑Safe Security Solutions

Why brighthush?

At brighthush we are on a mission to protect the digital way of life for millions of people around the world. Our purpose‑driven culture lives at the intersection of breakthrough technology and real‑world impact. Every day, we harness the power of artificial intelligence, cloud‑native architecture, and quantum‑ready security to stay one step ahead of evolving threats. If you want to spend your career solving problems that matter, collaborating with the brightest minds, and shaping the future of cybersecurity, brighthush is the place where your ideas are heard, your expertise is amplified, and your growth is limitless.

About the Role

We are seeking a seasoned leader to own and accelerate our global Customer Upsell engine. As the Senior Manager, Global Customer Upsell, you will be the operational catalyst that turns renewal conversations into expansion opportunities across our Next Generation Trust Security (NGTS) and Quantum Safe Security portfolios. Reporting directly to the Director of NGTS Upsell, you will partner with renewal teams, Management & Trust (M&T) specialists, finance, product, and technical consultants to design, execute, and scale a worldwide upsell program that drives incremental Annual Contract Value (ACV) while delivering measurable value to our customers.

Key Responsibilities

Strategic Execution of Renewal‑Led Upsell

• Collaborate with the Director of NGTS Upsell to design and launch commercial plays that capture over‑consumption, cross‑sell Quantum Safe solutions, and expand NGTS footprints across all renewal cohorts.
• Lead the end‑to‑end execution of these plays, ensuring alignment with regional renewal calendars and global revenue targets.

Global Alignment with Idira Renewal Teams

• Maintain a daily operational loop with the worldwide Idira renewal organization to monitor upcoming renewal windows, review entitlement data, and surface high‑potential expansion accounts early in the cycle.
• Provide real‑time insights and recommendations that enable renewal managers to position upsell opportunities before contracts are signed.

Co‑selling with Management & Trust (M&T) Specialists

• Partner directly with M&T specialists and field account teams to co‑develop proposals, model transition scenarios, and present unified value narratives to customers.
• Act as the primary escalation point for complex deal‑desk issues, ensuring swift resolution across time zones.

Deal Operations & Bill of Materials (BOM) Creation

• Work hand‑in‑hand with finance, domain consultants, and technical experts to construct accurate BOMs, price models, and contract language for each upsell opportunity.
• Drive consistency in deal structuring while allowing flexibility for regional nuances.

Account Entitlement Audits & Over‑Consumption Capture

• Conduct systematic usage audits across target accounts to identify over‑consumption trends, licensing gaps, and hidden value.
• Translate audit findings into actionable expansion proposals that align with customer business outcomes.

Field Enablement & Tool Development

• Design and distribute rep‑facing assets such as commercial calculators, transition playbooks, and cheat sheets that empower M&T specialists and renewal managers to sell NGTS and Quantum solutions confidently.
• Continuously refine these tools based on feedback and evolving market dynamics.

Cross‑Functional Facilitation

• Serve as the operational bridge between Product Management, Technical Consultants, Finance, and regional sales leads to keep expansion deals moving forward.
• Lead regular cross‑functional syncs, status reviews, and risk mitigation workshops.

Pipeline Hygiene & Forecasting

• Maintain pristine CRM records in Salesforce and operational dashboards in Tableau, delivering transparent pipeline visibility and accurate forecasting to senior leadership.
• Implement best‑in‑class data governance practices that support global reporting standards.

Team Building & Future Onboarding

• Develop scalable operating procedures, playbooks, and onboarding workflows as the upsell team expands into new regions.
• Mentor and coach emerging talent, fostering a high‑performance culture rooted in collaboration and accountability.

Essential Qualifications

• Experience: 8+ years in renewal management, account management, customer success, GTM operations, or commercial deal execution within enterprise cybersecurity or SaaS environments, preferably with a global or multi‑regional focus.
• Co‑selling Expertise: Proven track record of partnering with domain specialists, renewal managers, and customer success teams to drive expansion revenue.
• Deal Structuring Skills: Hands‑on experience building BOMs, negotiating enterprise contract terms, and designing upgrade pricing models for complex, high‑value deals.
• Renewal & Entitlement Knowledge: Deep understanding of SaaS renewal lifecycles, entitlement tracking, over‑consumption capture, and contract transition workflows.
• Technical Acumen: Ability to quickly master and articulate enterprise security concepts, certificate lifecycle management, and cryptographic transitions in business conversations.
• Execution Mindset: Comfortable managing day‑to‑day deal support across multiple time zones while simultaneously building scalable processes for future growth.
• Analytics Proficiency: Daily fluency in Salesforce, Tableau, and Google Workspace for pipeline tracking, usage analysis, and executive reporting.

Preferred Qualifications

• Experience with Certificate Lifecycle Management (CLM) and Public Key Infrastructure (PKI) solutions.
• Background in quantum‑safe security technologies or related research initiatives.
• Previous leadership of a global, cross‑functional enablement or operations team.
• Advanced certifications such as CISSP, CISM, or relevant cloud security credentials.

Core Skills & Competencies

• Strategic Thinking: Ability to see the big picture, translate market trends into actionable upsell strategies, and align them with corporate revenue goals.
• Analytical Rigor: Strong quantitative skills to model financial scenarios, assess usage data, and forecast revenue impact.
• Communication Excellence: Persuasive storytelling for both executive and technical audiences, with the capacity to simplify complex security concepts.
• Collaboration & Influence: Proven skill in building consensus across diverse stakeholder groups, from product engineers to finance leaders.
• Adaptability: Thrive in a fast‑moving, globally distributed environment where priorities shift rapidly.
• Leadership Presence: Ability to mentor junior team members, champion best practices, and drive a culture of continuous improvement.

Career Growth & Learning Opportunities

At brighthush, your career trajectory is limited only by your ambition. As Senior Manager, Global Customer Upsell you will:

• Gain exposure to C‑level decision makers across Fortune‑500 enterprises worldwide.
• Lead a high‑visibility, revenue‑generating function that directly influences the company’s top line.
• Collaborate with product innovators shaping the next wave of quantum‑ready security solutions.
• Access a robust learning ecosystem that includes internal certifications, external conferences, and tuition reimbursement for advanced degrees.
• Position yourself for future roles such as Director of Global Expansion, VP of Commercial Operations, or General Manager of a regional business unit.

Work Environment & Culture at brighthush

brighthush embraces a hybrid, globally distributed model that empowers you to work from anywhere while staying tightly connected to teammates across AMER, EMEA, and APAC. Our culture is built on five core values:

• Disruption: We challenge the status quo and encourage bold, innovative thinking.
• Collaboration: Success is a team sport; we share knowledge, celebrate wins, and lift each other up.
• Execution: Ideas become reality through disciplined, data‑driven action.
• Integrity: We act with honesty, transparency, and respect for every stakeholder.
• Inclusion: Diverse perspectives fuel creativity; every voice matters.

Our employees enjoy flexible schedules, generous paid time off, and a supportive environment where mental health and work‑life balance are prioritized.

Compensation, Perks & Benefits

While exact figures are tailored to experience and market benchmarks, successful candidates can expect a competitive total‑target compensation package that includes:

• Base salary aligned with senior‑level market rates.
• Performance‑driven annual bonus tied to upsell revenue targets.
• Equity awards that give you a stake in brighthush’s long‑term success.
• Comprehensive health, dental, and vision plans.
• 401(k) matching (or equivalent retirement savings program).
• Generous parental leave, adoption assistance, and family‑friendly policies.
• Professional development budget, certification reimbursements, and access to industry conferences.
• Wellness stipend, virtual fitness classes, and employee assistance programs.
• Technology allowance for home office setup and a stipend for coworking space memberships.

How to Apply

If you are ready to lead a global, high‑impact upsell engine at a company that is redefining the future of cybersecurity, we want to hear from you. Submit your resume and a concise cover letter that highlights your most relevant achievements in renewal‑driven expansion, cross‑functional collaboration, and global program leadership.

Apply now through our careers portal: Apply To This Job

Join the Mission

At brighthush, you will be part of a purpose‑driven team that protects the digital way of life for millions while advancing the frontier of quantum‑safe security. Your expertise will directly influence the growth of our NGTS and Quantum portfolios, empower customers to stay ahead of threats, and cement brighthush as the cybersecurity partner of choice worldwide.

Take the next step in your career. Apply today and become a catalyst for global security transformation.