UpGuard

Manager, GTM Engineering

UpGuard • $135K — $160K *
San Francisco, CA 94112In-Person
Enterprise Technology
5 - 7 years of experience
Today
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Job Overview by Ladders

Qualifications

  • 5+ years in GTM Engineering, Revenue Operations, or similar role with a focus on customer success processes.
  • Experience leading and managing teams of software engineers.
  • Strong foundation in computer science or related technical fields.
  • Proficient in working with LLM-based systems and applied machine learning principles.
  • Proven ability to design and deliver complex technical solutions in customer-facing environments.

Responsibilities

  • Lead the GTM Engineering team and manage software engineers.
  • Own and drive the automation and AI roadmap for GTM.
  • Serve as the subject matter expert on automation and AI trends relevant to GTM teams.
  • Build production-level automations using platforms like n8n for a global workforce.
  • Encourage adoption and utilization of built solutions across the organization.
  • Centralize and leverage innovations made by the GTM team for broader benefit.
  • Document solutions and best practices to support scalability within GTM.

Benefits

  • Impactful role with direct influence on revenue growth.
  • Opportunity to transform sales and customer success operations.
  • Access to cutting-edge AI and automation tools.
  • Innovative culture that prioritizes efficiency and data-driven decision-making.
Full Job Description
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 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 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.


About UpGuard

UpGuard is a cybersecurity company that provides a platform for managing cyber risk. The platform enables organizations to identify and mitigate cyber risks across their entire digital footprint. UpGuard was founded in 2012 and is headquartered in New York, New York.
Learn more about UpGuard
Size
200 employees
Industry
Enterprise Technology
Founded
2012
* Ladders Estimates

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