Manager, GTM Engineering

About UpGuard

UpGuard is revolutionizing cybersecurity by replacing manual security bottlenecks with AI-driven precision. Following a recent US$75 million Series C funding round, the company scales its infrastructure to analyze 100 billion risk signals daily, redefining cyber risk management globally. The Cyber Risk Posture Management platform integrates security ratings, threat intelligence, and advanced AI to empower security teams to proactively protect against evolving threats.

Role Overview

This role leads the established GTM Engineering function, reporting to the VP of Revenue Operations, managing a team of two engineers. Unlike typical GTM Engineering roles, this position places significant focus on collaboration with Customer Success, supported by a dedicated GTM Systems team. The role balances strategic leadership with hands-on building, emphasizing team enablement and adoption of solutions.

Key Responsibilities

• Lead and manage the GTM Engineering team, guiding software engineers from technical backgrounds.
• Own the automation and AI roadmap for the GTM organization, making informed build-versus-buy decisions.
• Serve as the subject matter expert on automation and AI for GTM teams, staying current with emerging technologies and trends.
• Possess familiarity with large language models (LLMs), applying them appropriately for desired business outcomes.
• Develop production-level automations using platforms like n8n to support a global workforce.
• Assess new GTM technologies for strategic investment or avoidance.
• Continuously evaluate automation solutions to balance human involvement and agency.
• Ensure that built solutions are adopted effectively, fostering feedback and user satisfaction.
• Identify and consolidate grassroots innovations within the GTM team, scaling successful initiatives.
• Promote knowledge sharing by documenting solutions, processes, and best practices across the GTM organization.
• Support the enhancement of analytics capabilities by understanding the importance of the semantic layer to bring GTM innovations to fruition.

Required Qualifications and Experience

• Formal education or substantial practical experience in Computer Science, Engineering, Information Systems, or related technical fields.
• Demonstrated experience in managing a team.
• At least five years in roles such as GTM Engineer, Revenue Operations Engineer, Software Engineer, or similar, focusing on GTM, Sales, or Customer Success systems and processes.
• Working knowledge of LLM-based systems, including prompting, agent design, and evaluation, alongside applied machine learning concepts like propensity and intent scoring.
• Proven ability to design, develop, and deliver complex technical solutions such as customized applications, sophisticated integrations, and advanced automation workflows within GTM or customer-facing contexts.
• Accountability for GTM performance metrics, including pipeline generation for new and expansion business.

Benefits and Perks

• Monthly lifestyle subsidy supporting financial, physical, and mental wellness.
• Work-from-home setup allowance to establish a conducive home office within the first three months.
• An annual $1500 USD learning and development budget for career growth opportunities.
• Paid time off with additional company leave days for recharging.
• 18 weeks of paid parental leave available to all parenting roles.
• Personal leave that covers sick and carer’s leave.
• Fully remote working environment with optional physical offices in Sydney and Hobart.
• Provision of top-specification laptops for all employees.
• Subscription subsidies for generative AI tools to assist with work.

Additional Information

UpGuard is recognized as a Certified Great Place to Work® across multiple countries, boasting 99% employee satisfaction. This is an equal opportunity employer, committed to diversity and inclusion regardless of race, sex, gender identity, or other personal attributes.

Candidates should note some roles may have location restrictions and may require background and reference checks prior to employment.