Director, Global Solutions Engineering

About the 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.

Responsibilities

• 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.

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.

Benefits

• 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

Pay

Compensation Range: $249,000 - $279,999