Director, Global Solutions Engineering
About The Position
UpGuard is hiring a Director of Global Solutions Engineering to lead the technical engine behind its revenue organization. The role owns technical credibility across the customer journey and leads a global, two-part function as a manager of managers: Sales Engineers responsible for pre-sales technical wins, and Solutions Consultants who serve as the post-sales technical escalation path. The Director reports directly to the CRO. This is a hands-on leadership role that combines executive-level strategy, technical customer engagement, and team building. The successful candidate will lead distributed managers and teams, develop technical talent, scale customer-facing and partner-facing capabilities, and work across Sales, Customer Success, Product, Engineering, and Enablement. Candidates must be located in the PST time zone or Australia.
Requirements
- Demonstrated track record of building and leading a world-class Solutions Engineering or Sales Engineering team and raising an organization's technical bar.
- Experience selling and supporting a genuinely technical product for technical buyers and evaluators such as engineers, security teams, or architects.
- 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 pre-sales technical wins through post-sales technical support and cross-sell.
- Hands-on disposition and credibility leading 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 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 operating in a fast-paced, high-growth, remote-first environment.
- Must be located in the PST time zone or Australia.
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 talent, establish career paths, and build a culture of technical excellence, curiosity, and customer obsession.
- Lead the Sales Engineering team in driving 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, high-quality function for RFPs, security questionnaires, and technical and security assessments, improving accuracy, consistency, turnaround, and 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 design and deliver technical training, certification, demo standards, and competitive playbooks.
- Capture field and technical customer feedback and share it with 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 that make the function measurable and scalable.
Benefits
- Monthly lifestyle subsidy for financial, physical, and mental well-being.
- Work-from-home setup allowance during the first three months.
- $1,500 USD 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 physical offices in Sydney and Hobart is not compulsory.
- Top-spec laptop hardware.
- Paid subscriptions to generative AI tools.
- Access to comprehensive health insurance coverage.
- Stock options.
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
