Director, Global Solutions Engineering

Job description

## **Who are we?** At UpGuard, we are replacing manual security bottlenecks with AI-driven precision. Fresh off a US$75M Series C, we are scaling our infrastructure to process 100 billion risk signals daily. This isn’t just growth; it’s a total reimagining of how the world manages cyber risk. We build the Cyber Risk Posture Management (CRPM) platform that security teams actually love. By integrating security ratings, threat intel, and agentic AI, we empower organisations to stay ahead of an ever evolving attack surface. We aren’t just building another tool; we’re defining a category. We provide the autonomy to ship world-class technology and the resources to do it at a global scale. **Why are we hiring for this role?** We're hiring a **Director of Global Solutions Engineering** to lead the technical engine behind our revenue organization. As a cybersecurity company, our technical credibility is central to how we win and keep customers — and this leader owns it across the customer journey. You'll run a global, two-part function as a manager of managers: **Sales Engineers** who drive the technical win in new business (pre-sales), and **Solutions Consultants** who serve as the technical escalation path for our post-sales teams. You'll report directly to the CRO. This is a builder's role for a leader who is equally comfortable in a strategy conversation with the executive team, in a technical deep-dive with an engineer, and jumping into a live customer call to lead it when it counts. Details of the remit are below. **What will you do?** - **Lead a global, multi-layered team.** Manage and develop distributed managers and their teams of Sales Engineers and Solutions Consultants across regions. Hire, coach, and retain top technical talent; set clear career paths; and build a culture of technical excellence, curiosity, and customer obsession. - **Own the technical win in pre-sales.** Lead the Sales Engineering team to drive pipeline conversion through world-class demos, proofs of concept, technical discovery, and value engineering — consistently earning the technical decision. - **Own the post-sales technical escalation path.** Lead the Solutions Consultants team as the technical escalation path for CSMs and the driver of technical cross-sell across our product suite. *(Note: with a dedicated Professional Services team being stood up, Solutions Consultants are not expected to own customer onboarding today — though this scope may evolve.)* - **Stay hands-on when it counts.** Be willing and able to personally jump into a high-stakes customer call and lead it — you set the technical bar by example, not just from the org chart. - **Elevate RFPs and security assessments.** Build a scalable, high-quality function for RFPs, security questionnaires, and technical/security assessments — improving accuracy, consistency, and turnaround, and building reusable content that raises win rates. - **Enable and scale the channel.** Technically enable partners — training, certification, demo readiness, and deal support — so they can independently represent and implement our product. - **Partner with Enablement.** Work with Sales Enablement to design and deliver technical training, certification, demo standards, and competitive playbooks that keep the team and the wider revenue org sharp. - **Be the voice of the customer to Product.** Capture field and technical feedback and channel it to Product and Engineering to influence the roadmap. - **Operate as a revenue leader.** Contribute to forecasting, capacity planning, and go-to-market strategy with the CRO and revenue leadership team, and define the metrics and processes that make the function measurable and scalable. **What will you bring?** - *We care far more about your track record than your tenure. The bar is a leader who has built and run a world-class technical team serving technical customers with a technical product.* - A demonstrated track record of **building and leading a world-class Solutions/Sales Engineering team** — you've raised the technical bar of an organization, not just managed headcount. - Experience selling and supporting a **genuinely technical product to technical buyers and evaluators** (engineers, security teams, architects). Cybersecurity or security/GRC experience is strongly preferred; adjacent deeply-technical domains considered. - Proven experience as a **manager of managers** leading distributed or global teams across multiple time zones. - Ownership of the **technical experience across the customer journey** — from the technical win in new business through post-sales technical support and cross-sell. - A **hands-on** disposition — you're credible and willing in the room, able to step into and lead a high-stakes customer call yourself. - A track record of building or scaling **RFP / security assessment** functions and lifting win rates through repeatable process and reusable content. - Experience technically enabling **channel / partner** ecosystems so partners can represent and implement the product independently. - A strong partnership orientation — you've worked shoulder-to-shoulder with Sales, Customer Success, Product, and Enablement. - Excellent executive communication skills; equally credible with C-level buyers and hands-on technical evaluators. - Comfort operating in a fast-paced, high-growth, remote-first environment. **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 - **$1500 USD annual Learning & Development allowance:** To support your career development, all team members will be able to expense development opportunities against this allowance - **Annual leave:** PTO plus two additional UpGuardian leave days to give you 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 role - **Generative AI subsidy:** UpGuard provides paid subscriptions for all team members to access generative AI tools to support their work - **Health Insurance:** Access to comprehensive coverage. - **Stock Options:** Share in UpGuard's growth and long-term success. 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. **Please Note:** Not all roles can be performed from the United States. Please check your specific job listing to confirm its advertised location. If the role you are applying for is listed as based in the US, we are currently only able to support hiring in the following locations: CA, CO, FL, IL, LA, MA, MD, MO, OR, PA, TX, WA, and 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.