Director, Global Solutions Engineering

This is a fully remote position, open to applicants in California, +12 more states.

📋 Description

• Lead a global, multi-tiered team. Oversee and nurture distributed managers along with their teams of Sales Engineers and Solutions Consultants across various regions. Recruit, mentor, and retain exceptional technical talent; establish clear career pathways; and cultivate a culture of technical excellence, curiosity, and customer focus.

• Take ownership of the technical success in pre-sales. Guide the Sales Engineering team to enhance pipeline conversion through outstanding demonstrations, proofs of concept, technical discovery, and value engineering — consistently securing the technical decision.

• Manage the post-sales technical escalation process. Direct the Solutions Consultants team as the technical escalation resource for Customer Success Managers (CSMs) and as a driver for technical cross-sell within our product portfolio. (Note: With a dedicated Professional Services team being established, Solutions Consultants are not currently expected to handle customer onboarding, though this responsibility may change.)

• Stay actively involved when necessary. Be ready and capable of stepping into a critical customer call and leading it — you set the technical standard through example, rather than solely from your position in the organization.

• Enhance RFPs and security assessments. Create a scalable, high-quality function for RFPs, security questionnaires, and technical/security assessments — improving accuracy, consistency, and turnaround times, while developing reusable content that increases win rates.

• Facilitate and expand the channel. Provide technical enablement for partners — training, certification, demo preparation, and deal support — allowing them to independently represent and implement our product.

• Collaborate with Enablement. Partner with Sales Enablement to design and deliver technical training, certification, demo standards, and competitive playbooks that keep the team and the broader revenue organization well-prepared.

• Represent the customer’s voice to Product. Gather field and technical feedback and relay it to Product and Engineering to help shape the roadmap.

• Function as a revenue leader. Contribute to forecasting, capacity planning, and go-to-market strategies alongside the Chief Revenue Officer (CRO) and revenue leadership team, and define the metrics and processes that make the function measurable and scalable.

⛳️ Requirements

• A proven history of building and leading a top-tier Solutions/Sales Engineering team — you've elevated the technical standards of an organization, not just overseen headcount.

• Experience in selling and supporting a genuinely technical product to technical buyers and evaluators (engineers, security teams, architects). Cybersecurity or security/GRC experience is highly preferred; adjacent deeply-technical domains will also be considered.

• Demonstrated experience as a manager of managers, leading distributed or global teams across multiple time zones.

• Responsibility for the technical experience throughout the customer journey — from achieving technical wins in new business to providing post-sales technical support and facilitating cross-sell opportunities.

• A hands-on approach — you are credible and willing to engage, able to step into and lead a high-stakes customer call yourself.

• A successful track record of building or scaling RFP/security assessment functions and improving win rates through systematic processes and reusable content.

• Experience in technically enabling channel/partner ecosystems, allowing partners to independently represent and implement the product.

• A strong collaborative mindset — you've worked closely with Sales, Customer Success, Product, and Enablement teams.

• Exceptional executive communication skills; equally credible with C-level executives and hands-on technical evaluators.

• Ability to thrive 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 an optimal work environment, we will assist you in getting set up within your first 3 months at UpGuard.

• $1500 USD annual Learning & Development allowance: To support your career progression, all team members can expense development opportunities against this allowance.

• Annual leave: PTO plus two additional UpGuardian leave days to allow you time to recharge.

• 18 weeks paid Parental Leave: Available regardless of parenting role.

• Personal Leave Allowance: This includes sick and carer’s leave.

• Fully remote working environment: While we have physical offices in Sydney & Hobart, attendance is not mandatory.

• Top-spec hardware: All team members will receive high-performance laptops suited for their roles.

• Generative AI subsidy: UpGuard provides paid subscriptions for all team members to access generative AI tools to assist their work.

• Comprehensive health and dental insurance.