[![Image]() Meet Jobicy Copilot — free AI autofill for job applications + remote job alerts ›](#) [All remote jobs](https://jobicy.com/jobs.md)Open role[![UpGuard logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/474a12c7-221.png)](https://jobicy.com/company/upguard.md)Remote opportunity at[UpGuard](https://jobicy.com/company/upguard.md) # Director, Global Solutions Engineering Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/upguard.md)Share14 Sep 2026Published37Listing views3Application actions14 Oct 2026Apply before Opportunity details ## About this role. AI SummaryUpGuard is hiring a Director of Global Solutions Engineering to lead its global pre-sales Sales Engineering and post-sales Solutions Consulting functions. Reporting to the CRO, this manager-of-managers role owns technical customer engagement across discovery, demos, proofs of concept, escalations, cross-sell, RFPs, and security assessments. The leader will build scalable operating processes, develop distributed technical teams, enable channel partners, and provide field feedback to Product and Engineering. Success requires cybersecurity or similarly technical domain credibility, executive-level communication, hands-on customer leadership, and strong alignment with Sales, Customer Success, Enablement, and Product. The role operates in a fast-paced, remote-first growth environment and is based across Australian locations. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 5/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a senior, global manager-of-managers position with direct responsibility for the technical revenue engine across both acquisition and expansion. It demands deep technical credibility, strategic operating rigor, and the ability to personally lead high-stakes customer interactions while scaling teams and processes. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job medianMarket rate$225,000US market range$190k–$270k0$297k AI insightNo actual salary was disclosed; the posting only references a USD 1,500 annual learning and development allowance, which is a benefit. The figures shown are estimated US-market annual base-salary benchmarks in USD for a Director of Global Solutions Engineering or comparable senior pre-sales leadership role in cybersecurity; actual compensation may also include bonus, commission, and equity. ## Core skills Skills and capabilities most closely associated with this opportunity. [Solutions Engineering Leadership](https://jobicy.com/jobs?search_keywords=Solutions%20Engineering%20Leadership.md)[Sales Engineering](https://jobicy.com/jobs?search_keywords=Sales%20Engineering.md)[Cybersecurity](https://jobicy.com/jobs?search_keywords=Cybersecurity.md)[Pre-sales](https://jobicy.com/jobs?search_keywords=Pre-sales.md)[Post-sales Escalations](https://jobicy.com/jobs?search_keywords=Post-sales%20Escalations.md)[Technical Sales](https://jobicy.com/jobs?search_keywords=Technical%20Sales.md)[People Management](https://jobicy.com/jobs?search_keywords=People%20Management.md)[RFP Management](https://jobicy.com/jobs?search_keywords=RFP%20Management.md)[Channel Enablement](https://jobicy.com/jobs?search_keywords=Channel%20Enablement.md)[Go-to-Market Strategy](https://jobicy.com/jobs?search_keywords=Go-to-Market%20Strategy.md) Sample interview questionsHow have you structured and scaled a global Sales Engineering organization while maintaining technical quality?I establish a clear leadership structure with defined regional and segment ownership, common competency frameworks, and measurable operating standards. I use regular deal reviews, certification programs, coaching cadences, and shared technical assets to ensure local teams can adapt to market needs without compromising a consistent customer experience. Describe how you balance leadership responsibilities with personally supporting high-stakes customer opportunities. I reserve direct involvement for strategic accounts, complex technical objections, executive escalations, and situations where my participation can materially improve outcomes. In those engagements, I clarify the decision criteria, align internal stakeholders, lead the technical narrative, and then conduct a retrospective so the broader team benefits from the learning. What metrics would you use to evaluate the effectiveness of Sales Engineering and Solutions Consulting? For Sales Engineering, I would track technical win rate, proof-of-concept conversion, sales-cycle impact, pipeline coverage, demo quality, and attainment of certification standards. For Solutions Consulting, I would monitor escalation volume and resolution time, technical cross-sell influence, customer outcomes, reusable-content adoption, and feedback trends delivered to Product. How would you improve an RFP and security-assessment function that is slowing down deals? I would first analyze request volume, turnaround time, recurring questions, approval bottlenecks, and win-rate impact. I would then build a governed answer library, assign clear subject-matter ownership, automate repeatable workflows where appropriate, and create service-level targets for priority opportunities while preserving technical and security accuracy. How do you ensure field feedback meaningfully influences the product roadmap? I create a structured feedback loop that distinguishes isolated requests from recurring, revenue- or retention-impacting themes. By pairing qualitative customer evidence with deal data, technical severity, and competitive context, I can give Product and Engineering prioritized inputs and close the loop with the field on decisions and outcomes. ### Who are we? 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 aren’t just building another tool; we’re defining a category. We provide the autonomy to ship world-class technology and the resources to do it at a global scale. Why are we hiring for this role? 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. Details of the remit are below. 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 * 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. 99% of team members agree that UpGuard is a great place to work! Apply now to find out why! As an Equal Employment Opportunity and Affirmative Action Employer, qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Please Note: Not all roles can be performed from the United States. Please check your specific job listing to confirm its advertised location. If the role you are applying for is listed as based in the US, we are currently only able to support hiring in the following locations: CA, CO, FL, IL, LA, MA, MD, MO, OR, PA, TX, WA, and DC. Before starting work with us, you will need to undertake a national police history check and reference checks. Also, please note that at this time, we cannot support candidates requiring visa sponsorship or relocation. Show more [Apply now >](https://jobicy.com/jobs/153274-director-global-solutions-engineering.md) > Annual salary information is not provided for this position. 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