Role Overview
The Director, Global Solutions Engineering position at UpGuard is a remote leadership role based out of Melbourne that oversees the technical engine behind the company revenue organization. This professional will lead a distributed, multi-layered global function consisting of pre-sales Sales Engineers and post-sales Solutions Consultants, reporting directly to the Chief Revenue Officer.
Key Responsibilities
Manage and develop distributed managers, Sales Engineers, and Solutions Consultants across multiple regions while fostering a culture of technical excellence and customer obsession.
Secure technical wins during pre-sales by guiding pipeline conversion through discovery, demos, value engineering, and proofs of concept.
Oversee the post-sales technical escalation pathway and drive technical cross-sell across the product suite.
Lead high-stakes customer calls personally when required to set the technical standard by example.
Build a scalable process for RFPs, security questionnaires, and technical assessments to raise win rates and improve turnaround accuracy.
Enable channel partners through training, certification, and deal support so they can represent the product independently.
Collaborate with Sales Enablement to design technical training, certification standards, and competitive playbooks.
Channel field and technical feedback to the Product and Engineering teams to influence the product roadmap.
Participate in forecasting, capacity planning, and go-to-market strategy alongside the revenue leadership team.
Requirements
Demonstrated history of building and leading world-class Solutions or Sales Engineering teams.
Experience selling and supporting deeply technical products to technical buyers like engineers, architects, and security teams, with a strong preference for cybersecurity or GRC backgrounds.
Prior experience as a manager of managers leading distributed or global teams across various time zones.
Direct ownership of the technical experience spanning across the entire customer journey from new business to post-sales.
Hands-on approach with the ability to step directly into important customer discussions.
Background in scaling RFP and security assessment functions to improve win rates.
Experience with technical partner enablement and channel ecosystems.
Strong partnership orientation working alongside Sales, Customer Success, Product, and Enablement.
Exceptional executive communication skills capable of engaging C-level buyers and technical evaluators alike.
Ability to thrive within a fast-paced, remote-first environment.
Skills and Tools
Global team leadership and multi-region management
Pre-sales engineering, technical discovery, and value engineering
Post-sales technical support and cross-sell strategies
RFP and security questionnaire management
Partner and channel enablement
Revenue operations, forecasting, and capacity planning
Cybersecurity and risk management domain expertise
Salary and Benefits
Monthly lifestyle subsidy for physical, financial, and mental well-being
Work-from-home setup allowance provided within the first three months
Annual learning and development allowance of $1500 USD
Paid time off including annual leave plus two additional UpGuardian leave days
18 weeks of paid parental leave regardless of parenting role
Personal leave allowance covering sick and carer's leave
Fully remote working environment with no compulsory office attendance
Top-spec hardware and laptop provided
Generative AI subsidy providing paid subscriptions to AI tools
Comprehensive health insurance coverage
Stock options to share in long-term company growth
About the Company
UpGuard is replacing manual security bottlenecks with AI-driven precision by building a Cyber Risk Posture Management platform that integrates security ratings, threat intelligence, and agentic AI. Fresh off a US$75M Series C funding round, the organization is scaling its infrastructure to process billions of risk signals daily and redefine how the world manages cyber risk. UpGuard is a Certified Great Place to Work recognized across the US, Australia, UK, and India.
How to Apply
Interested candidates should apply directly on the official UpGuard careers page.
