Manager, GTM Engineering

Matchbox; Sydney; Hybrid; AUD 140,000 - 190,000; Full time

Benefits offered by this job

Lifestyle subsidy

WFH setup allowance

Learning & Development allowance

Annual leave + parental leave

Remote-friendly environment

Top-spec hardware

Generative AI subsidy

Job summary

UpGuard is seeking a Manager, GTM Engineering to lead a small team of GTM Engineers and own the automation and AI roadmap for the GTM organization. You will collaborate with Revenue Operations, Customer Success, and Analytics to deliver scalable, production-grade automations across a global workforce.

You will evaluate new technologies, guide buy vs build decisions, and ensure solutions are adopted and well-documented to drive GTM metrics and pipeline growth.

Qualifications

• Leadership experience in a technical GTM/Revenue Operations context.
• Proven track record delivering complex technical solutions in GTM or customer-facing environments.
• Fluency with LLM-based systems, prompting, and evaluation.
• Ability to design and deliver automation/AI solutions at scale.

Responsibilities

• Lead the GTM Engineering team and set the automation/AI roadmap.
• Collaborate across GTM, Customer Success, and Rev Ops to ensure adoption of solutions.
• Evaluate new automation technologies and guide buy vs build decisions.
• Build production-grade automations that support a global workforce and maintain human-in-the-loop controls.

Skills

Team leadership

GTM engineering

Automation/AI

LLM systems

Metrics & governance

Education

Bachelor’s degree in CS/Engineering/IS

Tools

n8n

LLMs

Job description

# Manager, GTM EngineeringUpGuardRemote • Sydney, New South Wales, Australia; Brisbane; Hobart; MelbourneFullTime## Role OverviewWHO 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.WHERE DOES THIS ROLE FIT IN?* GTM Engineering is an established practice at UpGuard and we are looking for someone to manage the function and its future strategy.* Reporting to the VP of Revenue Operations, you will lead an existing team of 2 GTM Engineers. Unlike many other GTM Engineering roles, this one works across the funnel with the customer success function being a key area of focus and responsibility.* This role is supported by Rev Ops’ existing GTM Systems team, allowing you to work more exclusively on more complex and custom builds that give us a competitive edge. As the team is small, there is plenty of time to roll up your sleeves and build; but it’s more important in this role to support the existing team and drive enablement, adoption of anything built.WHAT WILL YOU DO?* Lead the GTM Engineering team* You don’t need to always have all the right answers, but you should be comfortable and have experience with managing software engineers. UpGuard’s GTM Engineers come from a software engineering background and not a Revenue Operations one* Own the automation and AI roadmap for the GTM organisation. You are opinionated on what we should build versus buy and lead this conversationSUPERCHARGE THE GTM TEAM WITH AUTOMATION & AI* Be the subject matter expert on all things automation and AI within GTM teams. You stay across new technologies and trends and are able to guide the improvement of the GTM organization through this period of significant innovation* You’re familiar with existing LLMs and their constant updates and are able to use them suitably depending on the desired outcome* Your fluent with automation platforms like n8n and can build production-level automations that serve large global workforces* You stay across new GTM technologies and can make measured decisions around what we might want to invest in or avoid.* You're constantly evaluating the automation you build and configuring its level of agency to match the current, appropriate need for a human in the loop.COLLABORATIVELY INNOVATE WITH THE GTM ORGANIZATION* Ensure that anything built is adopted and utilised in the field. You know that building is only half the effort and ensure users are happy and feedback loops are built.* Spot and centralize innovations the GTM team are already making on their own. You use your position of scale to be able to leverage shadow systems created into shared capabilities and help others benefit from what's already working.* Thoughtfully democratize automation and AI to the broader GTM organization. This includes documenting solutions, processes, and best practices to ensure knowledge sharing and enable scalability.* Contribute to the continued improvement of our Analytics capabilities. While you won't be directly responsible for our central data warehouse, your understanding of the semantic layer's importance will be crucial for bringing your GTM innovation initiatives to lifeWHAT WILL YOU BRING?* Education or significant practical experience with Computer Science, Engineering, Information Systems, or a related technical field.* Experience leading a team* 5+ years of experience in a role such as GTM Engineer, Revenue Operations Engineer, Software Engineer, or a similar technical position with a strong focus on GTM, Sales, or Customer Success systems and processes.* Working fluency with LLM-based systems (prompting, agent design, evaluation) and applied ML concepts such as propensity/intent scoring.* Proven track record of successfully designing, building, and delivering complex technical solutions (e.g., custom applications, sophisticated integrations, advanced automation workflows) in a GTM or customer-facing context.* Someone comfortable with owning a number and being accountable for contributing to GTM metrics like pipeline for both new logo and expansion.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: 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 workUpGuard 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.Please Note: Not all roles can be performed from the United States. Please check your specific job listing to confirm its advertised location. If the role you are applying for is listed as based in the US, we are currently only able to support hiring in the following locations: CA, CO, FL, IL, MA, MD, MO, OR, PA, TX, WA, and DC.Before starting work with us, you will need to undertake a national police history check and reference checks.## The Team You'll JoinRevenue