Director, Global Solutions Engineering

UpGuard Inc.•Los Angeles, CA

2d•Remote

About The Position

UpGuard is a cybersecurity company that is replacing manual security bottlenecks with AI-driven precision. They are scaling their infrastructure to process 100 billion risk signals daily and are defining a new category with their Cyber Risk Posture Management (CRPM) platform. The Sales team is crucial to their growth, acting as trusted architects of digital resilience. UpGuard is seeking high-energy individuals for a fast-paced, AI-augmented sales environment, offering a platform that actively neutralizes global cyber threats.

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.

Responsibilities

Lead a global, multi-layered team, managing and developing 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, setting the technical bar by example.
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, including 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.
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.