Director, Global Solutions Engineering

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UpGuard

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2012

🔒 Cybersecurity

☁️ SaaS

🏢 Enterprise

Cybersecurity • SaaS • Enterprise

UpGuard is a comprehensive third-party risk and attack surface management platform. The company provides solutions for vendor risk management, including features like automated risk assessments, security ratings, and data leak detection. UpGuard's platform integrates AI to enhance security questionnaires and provides real-time alerts, ensuring continuous monitoring and complete visibility of security postures. Its services are utilized by industries such as financial services, technology, and healthcare to secure customer data and streamline trust management process with advanced cybersecurity tools.

📋 Description

• 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. • 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. • Lead the Solutions Consultants team as the technical escalation path for CSMs and the driver of technical cross-sell across our product suite. • 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. • 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. • Technically enable partners — training, certification, demo readiness, and deal support — so they can independently represent and implement our product. • 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. • Capture field and technical feedback and channel it to Product and Engineering to influence the roadmap. • 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.

🎯 Requirements

• 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.

🏖️ Benefits

• 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.