Director, Global Solutions Engineering

UpGuard•Los Angeles, CA

19h•Remote

About The Position

UpGuard is hiring a Director of Global Solutions Engineering to lead the technical engine behind its revenue organization. The role leads a global, two-part function: Sales Engineers responsible for technical wins in new business, and Solutions Consultants who provide a technical escalation path for post-sales teams. The Director reports directly to the CRO and is expected to operate as a builder and hands-on leader across strategy, technical discussions, and high-stakes customer calls. Candidates must be located in the PST time zone or Australia. The Director will manage and develop distributed managers and their teams across regions, build the function’s capabilities and processes, and own the technical customer experience from pre-sales through post-sales support and cross-sell. The role also works closely with Sales, Customer Success, Product, Engineering, Enablement, channel partners, and revenue leadership to improve customer outcomes and support scalable growth. Solutions Consultants are not currently expected to own onboarding, as a dedicated Professional Services team is being established, though that scope may evolve.

Requirements

Demonstrated track record of building and leading a high-performing Solutions or Sales Engineering team and raising an organization's technical standards.
Experience selling and supporting a technical product to 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.
Experience owning the technical customer experience from new-business technical wins through post-sales technical support and cross-sell.
Hands-on, credible customer-facing ability, including willingness to lead high-stakes customer calls.
Track record of 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 to represent and implement a product independently.
Strong partnership skills and experience working closely 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.
Must be located in the PST time zone or Australia.
Must undertake a national police history check and reference checks before starting work.

Nice To Haves

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

Responsibilities

Lead and develop distributed managers and teams of Sales Engineers and Solutions Consultants across regions; hire, coach, and retain talent, establish career paths, and foster technical excellence and customer focus.
Lead pre-sales Sales Engineering, including demos, proofs of concept, technical discovery, and value engineering to improve pipeline conversion and secure technical decisions.
Lead the Solutions Consultants team as the technical escalation path for Customer Success Managers and drive technical cross-sell across the product suite.
Personally lead high-stakes customer calls when needed and set the technical standard by example.
Build a scalable function for RFPs, security questionnaires, and technical and security assessments; improve accuracy, consistency, and turnaround, and develop reusable content.
Technically enable channel partners through training, certification, demo readiness, and deal support so they can represent and implement the product independently.
Partner with Sales Enablement to deliver technical training, certification, demo standards, and competitive playbooks.
Capture customer and field feedback and share it with Product and Engineering to inform the roadmap.
Contribute to forecasting, capacity planning, and go-to-market strategy with the CRO and revenue leadership team.
Define metrics and processes that make the function measurable and scalable.

Benefits

Monthly lifestyle subsidy for financial, physical, and mental well-being.
Work-from-home setup allowance, available within the first three months.
US$1,500 annual Learning & Development allowance.
Paid time off 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; attendance at the Sydney and Hobart offices is not compulsory.
Top-spec laptop hardware.
Paid subscriptions to generative AI tools.
Comprehensive health insurance coverage.
Stock options.