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UpGuard

Posted 1 month ago

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Customer Sales Engineer

LondonRemoteFull-time

AI Summary

Customer-facing Sales Engineer who serves as the technical and product expert for account management, driving renewal and upsell opportunities by architecting solutions and demonstrating technical value within the existing customer base.

About this role

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?
We are looking for a dynamic, customer-facing Customer Sales Engineer to be the primary technical and product expert for our Account Management team. The primary focus of this role is to support customer expansion by partnering with Account Managers during complex renewal and upsell opportunities.
You will be the go-to expert for our new multi-product offering, responsible for demonstrating advanced technical value and architecting solutions that drive growth within our existing customer base.
This role is perfect for someone who excels in a post-sales technical environment, loves being a product authority, and thrives on building solutions that directly impact commercial success.

What will you do?

  • You will drive product activation during the renewal and expansion cycle by providing an excellent experience to our existing customers
  • Support existing during trials/proof of concepts (POC) of the platform
  • Identifying existing customer pain points and challenges during trials/POCs of additional products, while also defining their goals and influencing their requirements
  • Be the technical point of contact for any support queries during the renewal and expansion cycle
  • Assist with customer security assessments, RFPs, and business cases as required
  • Work collaboratively with the team to improve the trial/POC experience for our customers by identifying key insights, trends, and areas of improvement in the trial process and developing solutions to mitigate them

    • What do we need from you?

  • Experience: 3+ years in a customer-facing, post sales technical role such as a Renewals focused Sales Engineer, Solutions Consultant, Sales Consultant, or Technical Account Manager Experience in a post-sales or expansion focused role is highly preferred.
  • Sales Acumen: You are comfortable and effective in a commercial-driven environment, partnering closely with sales and success teams to achieve a revenue goal.
  • Cybersecurity/GRC Ecosystem: Deep understanding of the cybersecurity and GRC landscape (e.g., GRC platforms like ServiceNow; SIEMs like Splunk; or other security stack tools).
  • Product Expert Mindset: A passion for becoming a deep subject matter expert on a complex software platform.

    • What gives you an edge?

  • Strong API Knowledge: Hands-on experience with REST APIs.
  • Excellent Communicator: You can explain highly complex technical concepts to both engineers and non-technical VPs, translating features into clear business value.
  • Problem Solver: You have a structured approach to diagnosing and solving ambiguous technical problems.
  • Collaborative: You work well in a team environment, partnering effectively with CSMs, Support, and Product.

    • 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: Generous 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
  • Health Insurance

    • Skills

    Account Expansion StrategyCollaboration With CSMs, Support, And ProductCommercial Collaboration With SalesCustomer-facing Technical ConsultingCybersecurityGRC Platforms (e.g., ServiceNow)Post-sales SupportProduct Expert In Complex Software PlatformsREST APIRFPs And Business Case SupportSales EngineeringSIEM Tools (e.g., Splunk)Technical DemonstrationsTechnical Problem SolvingTechnology Architecture For Security Risk PlatformsTrial/POC Optimization

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