About this role.
UpGuard seeks a Manager, GTM Engineering to lead a two-person engineering team supporting go-to-market and customer-success operations. The role owns the GTM automation and AI roadmap, including build-versus-buy decisions, LLM-enabled workflows, agent design, and production-grade automations using platforms such as n8n. It combines hands-on technical solution delivery with team leadership, user enablement, adoption, and measurement of impact on pipeline and expansion outcomes. The manager will collaborate with Revenue Operations, GTM Systems, and field teams to scale shared capabilities and improve data and analytics usage.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I would begin with a structured intake that scores opportunities by business impact, user reach, implementation effort, risk, data readiness, and adoption likelihood. I would prioritize a balanced portfolio of quick wins and strategic platform investments, validate each initiative with measurable success metrics, and review the roadmap regularly with GTM and RevOps leadership.
I would define the specific decision or task, establish trusted data sources and access controls, and select a model and prompting approach appropriate to the required accuracy and cost. I would build evaluation datasets, implement monitoring and fallback behavior, and configure human approval for higher-risk actions. After launch, I would track quality, adoption, latency, and business outcomes to continuously tune the workflow.
I involve end users early through discovery, prototypes, and pilot groups so the solution reflects their actual workflow. I pair launch plans with clear documentation, enablement, feedback channels, and ownership for operational support. I also measure usage and outcomes, then iterate quickly when friction or gaps appear.
I assess whether the capability is differentiating, the speed required, total cost of ownership, integration fit, security and compliance requirements, vendor reliability, and the organization’s ability to support the solution long term. I generally buy standardized capabilities and build where a custom workflow creates durable competitive advantage or where off-the-shelf tools cannot meet critical requirements.
I would set clear outcomes and technical standards, establish regular planning and coaching routines, and protect time for the team to execute independently. I would stay hands-on for architecture, complex integrations, and high-leverage prototypes, while delegating ownership so team members grow and are accountable for meaningful 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.
Where does this role fit in?
GTM Engineering is an established practice at UpGuard and we are looking for someone to manage the function and its future strategy.
Reporting to the VP of Revenue Operations, you will lead an existing team of 2 GTM Engineers. Unlike many other GTM Engineering roles, this one works across the funnel with the customer success function being a key area of focus and responsibility.
This role is supported by Rev Ops’ existing GTM Systems team, allowing you to work more exclusively on more complex and custom builds that give us a competitive edge. As the team is small, there is plenty of time to roll up your sleeves and build; but it’s more important in this role to support the existing team and drive enablement, adoption of anything built.
What will you do?
Lead the GTM Engineering team
You don’t need to always have all the right answers, but you should be comfortable and have experience with managing software engineers. UpGuard’s GTM Engineers come from a software engineering background and not a Revenue Operations one
Own the automation and AI roadmap for the GTM organisation. You are opinionated on what we should build versus buy and lead this conversation
Supercharge the GTM Team with Automation & AI
Be the subject matter expert on all things automation and AI within GTM teams. You stay across new technologies and trends and are able to guide the improvement of the GTM organization through this period of significant innovation
You’re familiar with existing LLMs and their constant updates and are able to use them suitably depending on the desired outcome
Your fluent with automation platforms like n8n and can build production-level automations that serve large global workforces
You stay across new GTM technologies and can make measured decisions around what we might want to invest in or avoid.
You’re constantly evaluating the automation you build and configuring its level of agency to match the current, appropriate need for a human in the loop.
Collaboratively Innovate With the GTM organization
Ensure that anything built is adopted and utilised in the field. You know that building is only half the effort and ensure users are happy and feedback loops are built.
Spot and centralize innovations the GTM team are already making on their own. You use your position of scale to be able to leverage shadow systems created into shared capabilities and help others benefit from what’s already working.
Thoughtfully democratize automation and AI to the broader GTM organization. This includes documenting solutions, processes, and best practices to ensure knowledge sharing and enable scalability.
Contribute to the continued improvement of our Analytics capabilities. While you won’t be directly responsible for our central data warehouse, your understanding of the semantic layer’s importance will be crucial for bringing your GTM innovation initiatives to life
What will you bring?
Education or significant practical experience with Computer Science, Engineering, Information Systems, or a related technical field.
Experience leading a team
5+ years of experience in a role such as GTM Engineer, Revenue Operations Engineer, Software Engineer, or a similar technical position with a strong focus on GTM, Sales, or Customer Success systems and processes.
Working fluency with LLM-based systems (prompting, agent design, evaluation) and applied ML concepts such as propensity/intent scoring.
Proven track record of successfully designing, building, and delivering complex technical solutions (e.g., custom applications, sophisticated integrations, advanced automation workflows) in a GTM or customer-facing context.
Someone comfortable with owning a number and being accountable for contributing to GTM metrics like pipeline for both new logo and expansion.
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
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.
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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