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 (pre-sales), and Solutions Consultants who serve as the technical escalation path for our post-sales teams.

Responsibilities

• Lead a global, multi-layered team of 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, 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 (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 — 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 — 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 for financial, physical, and mental well-being.
• WFH set-up allowance to ensure the right environment to work in.
• $1500 USD annual Learning & Development allowance to support career development.
• Annual leave, including PTO and two additional UpGuardian leave days.
• 18 weeks paid Parental Leave, irrespective of parenting role.
• Personal Leave Allowance, including sick & carer’s leave.
• Fully remote working environment, with top-spec hardware provided.
• Generative AI subsidy, with paid subscriptions for all team members to access generative AI tools.
• Full health and dental insurance.

Pay

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