Manager, GTM Engineering

Company Overview

UpGuard is innovating by replacing manual security processes with AI-driven precision. After securing a US$75 million Series C funding, the company is rapidly expanding its infrastructure to handle 100 billion risk signals daily. Their flagship product, the Cyber Risk Posture Management (CRPM) platform, blends security ratings, threat intelligence, and agentic AI to empower security teams in managing evolving cyber threats globally.

Role Summary

The Manager of GTM Engineering leads a focused team responsible for engineering solutions that enhance the Go-To-Market (GTM) processes, especially emphasizing collaboration with customer success teams. Reporting to the Vice President of Revenue Operations, the role oversees two existing GTM Engineers and collaborates with the GTM Systems team to deliver advanced, custom automation and AI solutions that drive competitive advantage.

Responsibilities

• Lead and support the GTM Engineering team, fostering collaboration and technical growth.
• Manage software engineers with a background in software engineering rather than traditional revenue operations.
• Develop and manage the automation and AI strategy roadmap for the GTM organization, making informed decisions on build versus buy approaches.
• Act as subject matter expert on automation and AI technologies within GTM, staying updated on latest advances such as large language models (LLMs) and applied machine learning techniques.
• Design and implement production-level automations using platforms like n8n to support a global workforce.
• Evaluate and configure automation levels to balance human oversight and autonomous operations appropriately.
• Drive adoption and utilization of built solutions, ensuring effective feedback loops with users.
• Identify and consolidate innovative GTM practices to create scalable shared capabilities.
• Document automation and AI processes to democratize knowledge and scale impact across the GTM organizations.
• Contribute insights to improve analytics capabilities through understanding semantic layers essential to GTM innovation.

Qualifications & Experience

• Formal education or extensive practical experience in Computer Science, Engineering, Information Systems, or related technical disciplines.
• Proven experience leading technical teams.
• Minimum of five years in roles such as GTM Engineer, Revenue Operations Engineer, Software Engineer, or similar that focus on GTM, Sales, or Customer Success technologies and processes.
• Fluency and hands-on experience with LLM-based systems including prompting, agent design, and evaluation, alongside applied machine learning concepts like propensity and intent scoring.
• Demonstrated success delivering complex technical solutions including custom applications, advanced system integrations, and sophisticated automation workflows in customer-centric environments.
• Comfort managing performance metrics linked to pipeline growth for new client acquisition and account expansion.

Employee Benefits

• Monthly lifestyle allowance to support financial, physical, and mental well-being.
• Work-from-home setup stipend to ensure an optimal remote work environment within initial three months.
• Annual $1,500 USD learning and development budget for career growth opportunities.
• Paid time off including standard PTO and two additional days designated as UpGuardian leave.
• 18 weeks of paid parental leave regardless of parenting role.
• Personal leave encompassing sick and carer’s leave.
• A fully remote working model with physical office locations in Sydney and Hobart but no mandatory in-office attendance.
• Provision of high-specification laptops for all employees.
• Subscriptions paid for generative AI tools to assist work productivity.

Additional Information

UpGuard is recognized as a Certified Great Place to Work® across multiple countries, with 99% of employees recommending it as a positive workplace. The company practices equal employment opportunity principles, ensuring no discrimination based on race, gender, sexual orientation, national origin, age, or disability. Note that some roles require national police checks and references prior to commencement. Candidates should verify the job location's hiring eligibility based on residence, especially for roles listed in the United States.