Director of Global Solutions Engineering, UpGuard
$249.5-279.4k
More information about location
Third-party risk & attack surface management
Be an early applicant
Third-party risk & attack surface management
201-500 employees
Be an early applicant
$249.5-279.4k
More information about location
201-500 employees
Company mission
To give businesses a full and comprehensive view of their risk surface.
Role
Who you are
- 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 the job involves
- 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
- 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
Our take
Data protection is essential for maintaining an online business, but many organisations are misled into believing they must protect only their own use of first-party data. However, a large amount of enterprise risk is associated with third- and fourth-party use of this sensitive data, and software to monitor it is relatively uncommon.
UpGuard provides a digital platform for managing third-party risk, with dashboards that facilitate monitoring of vendor data use, security questionnaires, and other third-party interactions. The company provides three product packages that focus on risk management, data breaches and security services, each designed with visual interfacing to provide accessible and actionable insights.
Whilst many software packages on the market aim to protect internal security and prevent data breaches for clients, UpGuard has found a gap in the market by identifying when third-party use of data has become problematic. The company continues to enhance its platform with AI-assisted capabilities like "Autofill," which improves security questionnaire completion rates by reducing the time it takes vendors to complete their responses. Substantial Series C funding raised in 2026 is being used to expand its platform capabilities and scale its operations.
Steph
Company Specialist at Welcome to the Jungle
Insights
34% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Feb 2026
$75m
SERIES C
Jun 2021
$19m
SERIES B
Total funding: $121m
Company benefits
- Free lunches and coffee
- Gym reimbursement
- Flexible work arrangements (work-from-home)
- A 401(k) plan
- Health, dental, and vision benefits
Company HQ
Old Mountain View, Mountain View, CA
Leadership
Mike Baukes
(Founder & CEO)Entrepreneur and consultant. Former Co-Founder and Co-CEO at ScriptRock, and was a Mentor at Startmate.
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