Director, Global Solutions Engineering in Sydney

At UpGuard, we are replacing manual security bottlenecks with AI-driven precision. Fresh off a US$75M Series C, we are scaling our infrastructure to process 100 billion risk signals daily. This isn’t just growth; it’s a total reimagining of how the world manages cyber risk.

We build the Cyber Risk Posture Management (CRPM) platform that security teams actually love. By integrating security ratings, threat intel, and agentic AI, we empower organisations to stay ahead of an ever-evolving attack surface.

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), and Solutions Consultants who serve as the technical escalation path for our post-sales teams. You'll report directly to the CRO.

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.

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.
• 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?

• 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.
• 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, able to step into and lead a high-stakes customer call yourself.
• A track record of building or scaling RFP / security assessment functions.
• Experience technically enabling channel / partner ecosystems.
• 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.
• $1500 USD annual Learning & Development allowance: To support your career development.
• Annual leave: PTO plus two additional UpGuardian leave days.
• 18 weeks paid Parental Leave: Irrespective of parenting role.
• Personal Leave Allowance: This includes sick & carer’s leave.
• Fully remote working environment.
• 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.
• Health Insurance: Access to comprehensive coverage.
• Stock Options: Share in UpGuard's growth and long-term success.

UpGuard is a Certified Great Place to Work® in the US, Australia, UK and India, establishing its position as a leading global technology employer.