Customer Solutions Engineer - Cybersecurity & APIs

Fresh off a $75M Series C funding round, UpGuard is scaling its Cyber Risk Posture Management (CRPM) platform to process 100 billion daily risk signals, replacing manual security bottlenecks with AI-driven precision.

As a Customer Sales Engineer, you will serve as the primary technical authority and product expert supporting our Account Management team. In this post-sales technical role, you will drive customer retention and account expansion by partnering with Account Managers during complex renewal, cross-sell, and upsell cycles. You will lead technical product demonstrations, architect solutions across our multi-product suite, oversee Proof of Concept (POC) trials, and translate complex cybersecurity features into clear commercial value for existing enterprise clients.

Key Responsibilities

• Renewal & Expansion Engineering: Drive product activation and expansion during customer renewal cycles, serving as the dedicated technical authority for our multi-product platform.
• Proof of Concept (POC) Management: Design, configure, and manage technical trials and POCs for existing clients—identifying pain points, setting success metrics, and influencing customer security requirements.
• Technical Consultation: Serve as the technical point of contact for complex technical inquiries, security assessments, RFPs, and business cases during expansion cycles.
• POC Experience Optimization: Analyze trial trends and technical hurdles alongside Account Managers and CSMs, creating structured frameworks to streamline the trial-to-expansion journey.
• Cross-Functional Collaboration: Partner closely with Product, Customer Success, Support, and Engineering teams to feed customer insights into the product roadmap and resolve client issues.

Requirements

Practical Experience & Core Competencies

• 3+ years in a customer-facing, post-sales technical role (e.g., Renewals-focused Sales Engineer, Solutions Consultant, Technical Account Manager, or Customer Success Engineer).
• Sales & Commercial Acumen: Comfortable working in revenue-driven environments and co-owning expansion targets alongside Account Managers.
• Cybersecurity & GRC Landscape: In-depth knowledge of the cybersecurity and Governance, Risk, and Compliance (GRC) ecosystem (e.g., ServiceNow, Splunk, SIEMs, or third-party risk management tools).
• Technical Product Mastery: Aptitude for becoming a deep subject matter expert on complex, multi-tenant SaaS platforms.

Work Logistics & Background Checks

• Located and authorized to work in one of the following approved US states: CA, MD, MA, IL, OR, WA, CO, TX, FL, PA, LA, MO, or DC.
• Successful completion of reference checks and a national police history check prior to starting.

Preferred Qualifications

• Hands-on technical experience working with REST APIs and webhook integrations.
• Exceptional communication skills—ability to translate deep technical mechanics to engineers as well as business outcomes to non-technical executive stakeholders.
• Structured problem-solving skills for diagnosing and resolving complex, ambiguous technical edge cases.

Total Rewards & Benefits

• Workplace Autonomy: 100% remote working environment with top-spec hardware provided.
• Lifestyle & AI Perks: Monthly lifestyle subsidy (wellbeing/fitness), WFH setup allowance within the first 3 months, and paid generative AI tool subscriptions.
• Learning & Growth: $1,500 USD annual Learning & Development allowance.
• Generous Time Off: 6 weeks of paid time off (PTO) annually + 2 additional "UpGuardian" days + personal sick and carer's leave allowance.
• Parental Support: 18 weeks of fully paid parental leave regardless of parenting role.
• Health Coverage: Comprehensive medical, dental, and vision insurance options.