Director, Global Solutions Engineering

UpGuard

22h•Remote

About The Position

UpGuard is hiring a Director of Global Solutions Engineering to lead the technical function supporting its revenue organization. The role is responsible for technical credibility across the customer journey and manages two global teams: Sales Engineers, who drive technical wins in pre-sales, and Solutions Consultants, who provide a technical escalation path for post-sales teams. The position reports directly to the CRO and is a hands-on leadership role, combining executive-level strategy, technical customer engagement, and management of a distributed, multi-layered organization. The Director will build and develop managers and teams across regions, establish a culture of technical excellence and customer focus, and lead pre-sales activities including technical discovery, demos, proofs of concept, and value engineering. The role also oversees post-sales technical escalations and technical cross-sell, while Solutions Consultants are not currently expected to own onboarding. Other responsibilities include scaling RFP and security assessment processes, enabling channel partners, collaborating with Sales Enablement, channeling customer feedback to Product and Engineering, and contributing to forecasting, capacity planning, and go-to-market strategy. UpGuard describes itself as a remote-first cybersecurity company building a Cyber Risk Posture Management platform that integrates security ratings, threat intelligence, and agentic AI. The company states that it recently raised a US$75M Series C and is scaling infrastructure to process 100 billion risk signals daily.

Requirements

Demonstrated experience building and leading a high-performing Solutions Engineering or Sales Engineering team and raising an organization's technical standards.
Experience selling and supporting a technical product for technical buyers and evaluators, such as engineers, security teams, or architects.
Experience as a manager of managers leading distributed or global teams across multiple time zones.
Ownership of the technical customer experience from the technical win in new business through post-sales technical support and cross-sell.
A hands-on approach and credibility leading high-stakes customer calls.
Experience building or scaling RFP and security assessment functions and improving win rates through repeatable processes and reusable content.
Experience technically enabling channel or partner ecosystems so partners can independently represent and implement a product.
Strong partnership skills working with Sales, Customer Success, Product, and Enablement.
Excellent executive communication skills and credibility with both C-level buyers and hands-on technical evaluators.
Comfort working in a fast-paced, high-growth, remote-first environment.

Nice To Haves

Cybersecurity or security/GRC experience is strongly preferred; experience in adjacent deeply technical domains is also considered.

Responsibilities

Manage and develop distributed managers and teams of Sales Engineers and Solutions Consultants across regions.
Hire, coach, and retain technical talent; establish career paths and a culture of technical excellence, curiosity, and customer focus.
Lead the Sales Engineering team in pipeline conversion through demos, proofs of concept, technical discovery, and value engineering.
Lead the Solutions Consultants team as the technical escalation path for Customer Success Managers and as a driver of technical cross-sell across the product suite.
Personally lead high-stakes customer calls when needed and set the technical bar by example.
Build a scalable function for RFPs, security questionnaires, and technical and security assessments, improving quality, consistency, turnaround, and reusable content.
Technically enable partners through training, certification, demo readiness, and deal support so they can represent and implement the product independently.
Partner with Sales Enablement on technical training, certification, demo standards, and competitive playbooks.
Capture field and technical customer feedback and communicate 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.
Define metrics and processes to make the function measurable and scalable.

Benefits

Monthly lifestyle subsidy for financial, physical, and mental well-being.
Work-from-home setup allowance, provided within the first three months.
US$1,500 annual Learning & Development allowance.
Paid annual leave plus two additional UpGuardian leave days.
18 weeks of paid parental leave, irrespective of parenting role.
Personal leave allowance, including sick and carer's leave.
Fully remote working environment; physical offices are available in Sydney and Hobart, with no compulsory attendance.
Top-spec laptops for team members.
Paid subscriptions to generative AI tools.
Comprehensive health insurance coverage.
Stock options.