About this role.
UpGuard is seeking a Customer Sales Engineer to support customer expansion by partnering with Account Managers during complex renewal and upsell opportunities. This role involves being the primary technical expert for the company's multi-product cybersecurity platform, driving product activation, and assisting with security assessments. The ideal candidate has 3+ years of post-sales technical experience, deep knowledge of cybersecurity/GRC, and strong sales acumen. The role is fast-paced and highly collaborative, requiring excellent communication and problem-solving skills.
Role DNA
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Job Complexity
4/5Pace & Pressure
5/5Autonomy Level
4/5Communication Load
5/5Salary analysis
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Core skills
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Cover letter sample
Dear Hiring Manager,
I am excited to apply for the Customer Sales Engineer position at UpGuard. With over 3 years of experience in post-sales technical roles, I have honed my ability to serve as a trusted technical advisor during complex renewals and expansion opportunities. My deep understanding of cybersecurity and GRC, combined with hands-on API knowledge, enables me to effectively demonstrate value and architect solutions that drive customer success.
I thrive in fast-paced, collaborative environments and am passionate about leveraging AI and technology to solve cyber risk challenges. At my previous company, I worked closely with Account Managers to increase upsell revenue by 30% through tailored proof-of-concepts and security assessments.
I am drawn to UpGuard's mission of reimagining cyber risk management and would be thrilled to contribute to your growth. Thank you for considering my application.
Sincerely, [Your Name]
Sample interview questions
In my previous role, I worked with a large enterprise customer who was considering not renewing due to feature gaps. I conducted a deep technical discovery, identified their pain points, and created a custom proof-of-concept showcasing how our new modules addressed their needs. By aligning the technical solution with their business goals, I secured a 2-year upsell.
I use analogies and focus on business impact. For example, when explaining API vulnerabilities, I relate them to unlocked doors in a building. I avoid jargon and instead emphasize risk and ROI, tailoring the message to the audience's level. This approach has helped me build trust with VP-level executives.
I have worked with GRC platforms like ServiceNow and Archer during POCs. I mapped customer compliance requirements to product features, demonstrated automated control testing, and showed how our platform reduces manual effort. This technical credibility often accelerated deal cycles.
First, I listen empathetically to understand their specific issues. Then, I prioritize the most impactful fixes by collaborating with our product team. I also highlight upcoming features that address their concerns. Communication is key—I set clear expectations and follow up regularly, turning frustration into a positive renewal experience.
I analyze usage data and conduct regular business reviews to uncover gaps. For example, if a customer uses our risk assessment module but not the threat intel feature, I demo how integrating them provides holistic visibility. I also ask probing questions during QBRs to understand their evolving challenges.
What will you do?
- You will drive product activation during the renewal and expansion cycle by providing an excellent experience to our exsisting customers
- Support existing during trials/proof of concepts (POC) of the platform
- Identifying existing customer pain points and challenges during trials/POCs of additional products while also defining their goals and influencing their requirements
- Be the technical point of contact for any support queries during renewal and expansion cycle
- Assist with customer security assessments, RFPs, and business cases as required
- Work collaboratively with the team to improve the trial/POC experience for our customers by identifying key insights, trends, and areas of improvement in the trial process and developing solutions to mitigate them
What do we need from you?
- Experience: 3+ years in a customer-facing, post sales technical role such as a Renewals focused Sales Engineer, Solutions Consultant, Sales Consultant, Technical Account Manager Experience in a post-sales or expansion focused role is highly preferred.
- Sales Acumen: You are comfortable and effective in a commercial-driven environment, partnering closely with sales and success teams to achieve a revenue goal.
- Cybersecurity/GRC Ecosystem: Deep understanding of the cybersecurity and GRC landscape (e.g., GRC platforms like ServiceNow; SIEMs like Splunk; or other security stack tools).
- Product Expert Mindset: A passion for becoming a deep subject matter expert on a complex software platform.
What gives you an edge?
- Strong API Knowledge: Hands-on experience with REST APIs
- Excellent Communicator: You can explain highly complex technical concepts to both engineers and non-technical VPs, translating features into clear business value.
- Problem Solver: You have a structured approach to diagnosing and solving ambiguous technical problems.
- Collaborative: You work well in a team environment, partnering effectively with CSMs, Support, and Product.
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: 6 weeks 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
- Health Insurance: Health, dental, and vision insurance
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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