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.
At UpGuard, our Sales team continues to be the engine of our growth, moving beyond simple transactions to become trusted architects of digital resilience. In an era where third-party risk is more complex than ever, we maintain a highly collaborative, consultative culture that puts the customer’s security posture above all else.
Following a record-breaking 2025 where we shattered revenue targets and expanded our global footprint, we are entering 2026 with even greater momentum. We are seeking high-energy individuals who thrive in a fast-paced, AI-augmented sales environment. If you are hungry to sharpen your craft, possess a relentless desire to win, and want to sell a platform that is actively neutralising global cyber threats, we want to talk to you.
Where does this role fit in?
The Product & Technical GTM Readiness Manager ensures all GTM teams can confidently understand, articulate, demo, and operationalize UpGuard’s products—from mature offerings to emerging, highly technical capabilities. This role serves as the bridge between Product, PMM, Sales Engineering, and Enablement, translating complex functionality into a simple, role-specific understanding that accelerates sales cycles, improves POC outcomes, and strengthens customer adoption.
What will you accomplish?
- Curriculum Design: Build foundational and advanced product training for the full GTM team (AEs, SDRs, SEs, AMs, and CSMs), translating complex technical concepts (data flows, scoring logic, DORA compliance) into accessible, sales-ready narratives.
- Competency Frameworks: Define role-based product competency frameworks and oversee certification paths to ensure technical fluency across all regions and segments.
- Platform Storytelling: Own the technical "UpGuard Platform" narrative, training teams on interoperability, cross-product workflows, and platform architecture to differentiate our market position.
- Demo Strategy: Own the demo structure across the unified platform; partner with SE leadership to maintain accuracy, depth, and effectiveness.
- POC Framework: Build a standard POC framework (success criteria, validation steps, best practices) and train reps on running efficient, high-quality technical evaluations.
- Skill Certification: Build and administer consistent certification programs for Demos and POCs to ensure AEs and SEs can deliver compelling, value-aligned technical presentations.
- Product Launches: Own the GTM readiness strategy for all product releases; partner with PMM (messaging) and Product (roadmap) to ensure consistent delivery of value propositions to the field.
- Launch Training: Execute role-based launch training and create internal readiness materials (walkthroughs, FAQs, demo updates) to drive immediate adoption of new features.
- Feedback Loop: Regularly capture and share new product success stories and competitive intelligence to fuel excitement and adoption in the field.
- CSM Enablement: Upskill CSMs on technical use cases, signal interpretation (usage, integrations), and value demonstration to drive customer onboarding and retention.
- Outcome Alignment: Build materials and training that enable AMs and CSMs to connect technical workflows directly to business outcomes and customer value.
- Asset Management: Develop and maintain a library of high-impact technical assets, including demo flows, technical briefs, use-case guides, and POC toolkits.
- Systems & Governance: Build structured learning paths in Mindtickle/Seismic, ensuring content governance and rigorous measurement of enablement performance.
What do we need from you?
- 8+ years of progressive experience in Product or Technical Sales Enablement, Sales Engineering (SE), Technical Customer Success, Technical Account Management, or Product Marketing (PMM).
- Industry alignment: Deep exposure to Cybersecurity, GRC, Risk & Compliance, or DevOps environments.
- SaaS proficiency: Proven track record working within a multi-product B2B SaaS organization, understanding the nuances of platform-based selling.
- Technical translation: Exceptional ability to distill complex technical concepts (architectures, integrations, workflows) into clear, structured, and sales-ready content.
- Facilitation excellence: Strong presentation skills with the confidence to deliver training to both technical (SE/DevOps) and non-technical (Sales/CS) audiences.
What gives you an edge?
- System design: Capable of building scalable enablement systems and learning paths rather than just ad-hoc training materials.
- Product obsession: A technically curious mindset; someone who proactively digs into product functionality to understand the "how" and the "why."
- Cross-functional influence: Excellent communication skills to bridge the gap between Product/Engineering and Sales/CS/PMM teams.
- Adaptive agility: Low ego, highly collaborative, and comfortable prioritizing effectively in a fast-growth, high-velocity 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: 6 weeks 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
