Director, Global Solutions Engineering

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?

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.

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.

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