Director, Global Solutions Engineering
Why are we hiring for this role?
We're hiring a Director of Global Solutions Engineering to lead the technical engine behind our revenue organization. As a cybersecurity company, our technical credibility is central to how we win and keep customers - and this leader owns it across the customer journey. You'll run a global, two-part function as a manager of managers: Sales Engineers who drive the technical win in new business (pre-sales), and Solutions Consultants who serve as the technical escalation path for our post-sales teams. You'll report directly to the CRO.
This is a builder's role for a leader who is equally comfortable in a strategy conversation with the executive team, in a technical deep-dive with an engineer, and jumping into a live customer call to lead it when it counts. Details of the remit are below.
What will you do?
- Lead a global, multi-layered team. 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.
- Own the technical win in pre-sales. 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.
- Own the post-sales technical escalation path. Lead the Solutions Consultants team as the technical escalation path for CSMs and the driver of technical cross-sell across our product suite. (Note: with a dedicated Professional Services team being stood up, Solutions Consultants are not expected to own customer onboarding today - though this scope may evolve.)
- Stay hands-on when it counts. 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.
- Elevate RFPs and security assessments. 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.
- Enable and scale the channel. Technically enable partners - training, certification, demo readiness, and deal support - so they can independently represent and implement our product.
- Partner with Enablement. 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.
- Be the voice of the customer to Product. Capture field and technical feedback and channel it to Product and Engineering to influence the roadmap.
- Operate as a revenue leader. 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.
What will you bring?
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.
We care far more about your track record than your tenure. The bar is a leader who has built and run a world-class technical team serving technical customers with a technical product.
What's in it for you?
- 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.
- Full health and dental insurance