Product & Technical Go-To-Market Readiness Manager at UpGuard

Who are we? UpGuard’s mission is to make life easier for security teams. We meticulously create robust solutions that enable our customers to identify, assess, and remediate cybersecurity risk across their attack surface, vendor ecosystem, workforce, and trust relationships. Our integrated cyber risk posture management platform combines comprehensive security ratings, instant risk assessments, templated security questionnaires, threat intelligence capabilities, and agentic AI to give organizations a holistic view of their risk surface. At UpGuard, our Sales team has not only been pivotal in growing our business but, more importantly, showing the value of our product daily. We have a highly collaborative sales culture and take on a consultative approach, focusing solely on what’s best for the customer. In 2024, our Sales team exceeded revenue targets, and we’re only just getting started! We’re on the lookout for high-energy individuals who are hungry to get better every day, have a desire to win, and are seeking to sell a product that is helping solve a massive problem for businesses across the globe. 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, 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 UpGuard is a Certified Great Place to Work® in the US, Australia, UK and India, establishing its position as a leading global technology employer. 99% of team members agree that UpGuard is a great place to work, apply now to find out why! As an Equal Employment Opportunity and Affirmative Action Employer, qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. For applications to positions in the United States, please note, at this time we can only support hiring in the following US states: CA, MD, MA, IL, OR, WA, CO, TX, FL, PA, LA, MO, or DC.  Before starting work with us, you will need to undertake a national police history check and reference checks. Also please note that at this time, we cannot support candidates requiring visa sponsorship or relocation.