Director, Global Solutions Engineering

Role Description

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)
• Solutions Consultants who serve as the technical escalation path for our post-sales teams

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. Details of the remit are below.

• 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.
• Stay hands-on when it counts.
• Be willing and able to personally jump into a high-stakes customer call and lead it.
• Elevate RFPs and security assessments.
• Build a scalable, high-quality function for RFPs, security questionnaires, and technical/security assessments.
• Enable and scale the channel.
• Technically enable partners — training, certification, demo readiness, and deal support.
• Partner with Enablement.
• Work with Sales Enablement to design and deliver technical training, certification, demo standards, and competitive playbooks.
• 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.

Qualifications

• 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.
• 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.
• A hands-on disposition — you're credible and willing in the room.
• A track record of building or scaling RFP/security assessment functions.
• Experience technically enabling channel/partner ecosystems.
• A strong partnership orientation.
• Excellent executive communication skills.
• 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 you have the right environment to work in.
• $1500 USD annual Learning & Development allowance for career development.
• Annual leave: PTO plus 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.
• Top-spec hardware provided for all team members.
• Generative AI subsidy for access to generative AI tools.

Company Description

UpGuard is a Certified Great Place to Work® in the US, Australia, UK, and India. 99% of team members agree that UpGuard is a great place to work.