Manager, GTM Engineering

UpGuard; Los Angeles (CA); On-site; USD 200,000 - 250,000; Full time

Job summary

UpGuard is seeking a senior GTM Engineering leader to guide and grow the automation, AI, and system integration initiatives that span the GTM organization. You will work across the funnel with customer success and Rev Ops, building production-grade automations and evaluating new technologies to maintain a competitive edge.

You will report to the VP of Revenue Operations, lead a small team, and help scale solutions that improve pipeline, forecasting, and customer outcomes while balancing speed

Qualifications

• Bachelor’s or master’s degree in a technical field or equivalent practical experience.
• Minimum 5+ years in roles focused on GTM, Revenue Ops, or related engineering.

Responsibilities

• Lead the GTM Engineering team and drive strategy.
• Own automation and AI roadmap for GTM org; decide build vs buy.
• Collaborate with Sales/CS to ensure adoption and measurable impact.
• Develop and mature analytics capabilities related to GTM performance.

Skills

Team leadership

GTM engineering

Software engineering

LLM systems

ML concepts

Automation workflows

Propensity scoring

Sales tools

Customer Success

Education

CS degree

Tools

n8n

AI platforms

Job description

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 conversation

Supercharge 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 utilized 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 life

What 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?

• A high-impact role where your work will directly accelerate revenue growth.
• The chance to eliminate inefficiencies and transform how our sales and CS teams operate.
• Work with cutting-edge AI and automation tools to create scalable, future-proof solutions.
• A culture that values innovation, efficiency, and making data-driven decisions.

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!

As an Equal Employment Opportunity and Aff… (full text preserved as in original)

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.

Compensation Range: $200K - $250K