Director, Global Solutions Engineering

About the role

We are seeking a high-energy individual to fill the role of Director of Global Solutions Engineering. This leader will own the technical engine behind our revenue organization, running a global, two-part function as a manager of managers: Sales Engineers who drive the technical win in new business, and Solutions Consultants who serve as the technical escalation path for our post-sales teams.

Responsibilities

• Lead a global, multi-layered team of Sales Engineers and Solutions Consultants across regions
• Manage and develop distributed managers and their teams
• 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, driving pipeline conversion through world-class demos, proofs of concept, technical discovery, and value engineering
• Own the post-sales technical escalation path, leading the Solutions Consultants team as the technical escalation path for CSMs and the driver of technical cross-sell across our product suite
• Stay hands-on when it counts, personally jumping into high-stakes customer calls and leading them
• Elevate RFPs and security assessments, building a scalable, high-quality function for RFPs, security questionnaires, and technical/security assessments
• Enable and scale the channel, technically enabling partners to independently represent and implement our product
• Partner with Enablement to design and deliver technical training, certification, demo standards, and competitive playbooks
• Be the voice of the customer to Product, capturing field and technical feedback and channeling it to Product and Engineering to influence the roadmap
• Operate as a revenue leader, contributing to forecasting, capacity planning, and go-to-market strategy with the CRO and revenue leadership team

Requirements

• A demonstrated track record of building and leading a world-class Solutions/Sales Engineering team
• Experience selling and supporting a genuinely technical product to technical buyers and evaluators
• 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
• A hands-on disposition, being credible and willing in the room, able to step into and lead a high-stakes customer call
• 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, having 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

Benefits

• Monthly Lifestyle subsidy
• WFH set-up allowance
• $1500 USD annual Learning & Development allowance
• Annual leave: PTO plus two additional UpGuardian leave days
• 18 weeks paid Parental Leave
• Personal Leave Allowance: sick & carer’s leave
• Fully remote working environment
• Top-spec hardware
• Generative AI subsidy
• Full health and dental insurance

Pay

The salary for this role is $249,500 - $279,440 a year