Product & Technical Go-To-Market Readiness Manager
We’re looking for a highly energetic, technically adept professional to bridge product, engineering, and sales teams at UpGuard, a leading cybersecurity risk platform. The role focuses on building training, certification, and enablement materials that enable the global GTM organization to confidently articulate, demo and operationalise UpGuard’s complex offerings.
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: Help securing the right environment to work in, provided within first 3 months at UpGuard.
* $1500 USD annual Learning & Development allowance: Support your career development.
* Annual leave: 6 weeks PTO plus two additional UpGuardian leave days.
* 18 weeks paid Parental Leave: Irrespective of parenting role.
* Personal Leave Allowance: Includes sick & carer’s leave.
* Fully remote working environment: No mandatory on‑site attendance.
* Top‑spec hardware: All team members receive top‑spec laptops.
* Generative AI subsidy: Paid subscriptions for generative AI tools.
Seniority level
* Mid‑Senior level
Employment type
* Full‑time
Job function
* Sales and Business Development
Industries
* IT Services and IT Consulting
Legal & Eligibility
UpGuard is a Certified Great Place to Work® in the US, Australia, UK and India. 99% of team members agree that UpGuard is a great place to work. 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, we can only support hiring in the following 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. At this time, we cannot support visa sponsorship or relocation. We may use AI tools to support parts of the hiring process; final hiring decisions are made by humans.
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