UpGuard

• Build the brand: Define and steward UpGuard’s positioning, narrative, tone, and visual identity across every touchpoint, ensuring a unified brand story from thought leadership and case studies through to event promotion and web. • Build and maintain the editorial calendar: Own a year-round editorial and campaign calendar that plans brand, thought leadership, case study, and event activity ahead of time — giving the stream and shared services a single, forward-looking view of what ships when, and keeping the brand's output consistent and coordinated across the year. • Bring the platform narrative to life: Develop campaign themes that position UpGuard as a comprehensive platform solution, shifting the customer conversation from “solving a single problem” to “adopting a complete cyber risk ecosystem.” • Lead brand & platform thought leadership: Partner with the Research, PR, Content and Social team to package and distribute proprietary insights and data-driven narratives that position UpGuard as the definitive authority on cyber risk. • Own the social proof program: Run UpGuard’s customer story pipeline end-to-end — selection, production, and distribution — working with customers. Directing writers and creative to a consistent, premium standard that reinforces the platform narrative. • Drive brand event lifecycle promotion: Develop comprehensive promotional playbooks for in-person and virtual events (Summit), focusing on high-impact pre-event promotion to drive registrations and strategic post-event content to maximize the reach and longevity of every session. • Integrate Shared Services: Act as the stream’s liaison with all shared services (Social Media, Analytics, Marketing Tech, Paid Search, Email, and SEO) to ensure stream-produced assets are deployed effectively and tracked accurately across all channels. • Measure what matters: Own brand and campaign performance reporting — defining KPIs across both brand health (awareness, authority, share of voice) and pipeline, interpreting results, and providing regular, actionable updates to the stream and leadership.

• Lead a global, multi-layered team. Manage and develop distributed managers and their teams of Sales Engineers and Solutions Consultants across regions. Hire, coach, and retain top technical talent; set clear career paths; and build a culture of technical excellence, curiosity, and customer obsession. • Own the technical win in pre-sales. Lead the Sales Engineering team to drive pipeline conversion through world-class demos, proofs of concept, technical discovery, and value engineering — consistently earning the technical decision. • Own the post-sales technical escalation path. Lead the Solutions Consultants team as the technical escalation path for CSMs and the driver of technical cross-sell across our product suite. (Note: with a dedicated Professional Services team being stood up, Solutions Consultants are not expected to own customer onboarding today — though this scope may evolve.) • Stay hands-on when it counts. Be willing and able to personally jump into a high-stakes customer call and lead it — you set the technical bar by example, not just from the org chart. • Elevate RFPs and security assessments. Build a scalable, high-quality function for RFPs, security questionnaires, and technical/security assessments — improving accuracy, consistency, and turnaround, and building reusable content that raises win rates. • Enable and scale the channel. Technically enable partners — training, certification, demo readiness, and deal support — so they can independently represent and implement our product. • Partner with Enablement. Work with Sales Enablement to design and deliver technical training, certification, demo standards, and competitive playbooks that keep the team and the wider revenue org sharp. • Be the voice of the customer to Product. Capture field and technical feedback and channel it to Product and Engineering to influence the roadmap. • Operate as a revenue leader. Contribute to forecasting, capacity planning, and go-to-market strategy with the CRO and revenue leadership team, and define the metrics and processes that make the function measurable and scalable.

• Manage and develop distributed managers and their teams of Sales Engineers and Solutions Consultants across regions. Hire, coach, and retain top technical talent; set clear career paths; and build a culture of technical excellence, curiosity, and customer obsession. • Lead the Sales Engineering team to drive pipeline conversion through world-class demos, proofs of concept, technical discovery, and value engineering — consistently earning the technical decision. • Lead the Solutions Consultants team as the technical escalation path for CSMs and the driver of technical cross-sell across our product suite. • Be willing and able to personally jump into a high-stakes customer call and lead it — you set the technical bar by example, not just from the org chart. • Build a scalable, high-quality function for RFPs, security questionnaires, and technical/security assessments — improving accuracy, consistency, and turnaround, and building reusable content that raises win rates. • Technically enable partners — training, certification, demo readiness, and deal support — so they can independently represent and implement our product. • Work with Sales Enablement to design and deliver technical training, certification, demo standards, and competitive playbooks that keep the team and the wider revenue org sharp. • Capture field and technical feedback and channel it to Product and Engineering to influence the roadmap. • Contribute to forecasting, capacity planning, and go-to-market strategy with the CRO and revenue leadership team, and define the metrics and processes that make the function measurable and scalable.

• You will onboard and manage UpGuard customers to ensure they understand how best to use UpGuard effectively to meet their goals. • You will provide resources to your customers, including success plans, customer-specific training sessions and organize regular check in calls. • You will engage your customers early and frequently, to help them get the most out of UpGuard from day one and continue to drive engagement. • You will translate your customer’s requirements by understanding their risk management frameworks to offer a tailored solution on how best they can utilize UpGuard. • You will monitor the health of your customers and intervene with proactive education when customers are not effectively using UpGuard to achieve the value they expected. • Advocate for the customer; Provide updates to internal cross-functional partners (Product, Sales & Marketing) on customer perspectives, risks, strategic insights, issue resolution activities, expansion & cross-sell opportunities.

• Run daily, weekly, and periodic IT and security checklists, with a focus on Google SecOps/Chronicle monitoring • Perform health checks across GCP infrastructure, SaaS applications, and security tooling (alerts, compliance, CI/CD pipelines) • Troubleshoot security or infrastructure issues, document fixes, and raise follow-up actions • Collaborate with DevOps and InfraOps on platform-level and security-related issues • Identify and propose security and platform improvements as you gain business context • Implement automation, security tooling, and platform enhancements to strengthen cloud and SaaS environments • Contribute to scripts, dashboards, and operational improvements with a focus on security and compliance • Feed insights from day-to-day work into long-term IT security and operational strategy • Occasionally assist with IT support tasks across systems, hardware, and software • Prioritize tasks effectively and align timelines with stakeholders

• We are launching a brand-new Professional Services (PS) function at UpGuard, and this is a Day 1, foundational hire. We aren’t just looking for someone to run an existing playbook; we need an experienced practitioner to help us write it. You will lead complex enterprise deployments while simultaneously working with leadership to build the standard operating procedures that will scale our global team. • Foundational Practice Building: Design and document repeatable implementation methodologies, project plans, and SOPs based on your front-line experiences. • Enterprise Delivery & Scope Management: Own complex deployments end-to-end. Manage client expectations, firmly prevent scope creep, and lead User Acceptance Testing (UAT) to ensure a seamless transition to Customer Success. • Technical Integration & Platform Expertise: Develop deep expertise in UpGuard's capabilities. Design and troubleshoot complex integrations leveraging REST APIs, webhooks, and third-party systems (ITSM, SIEM, SSO). • Process Re-engineering & Translation: Translate ambiguous client needs into actionable technical specifications. Redesign legacy vendor risk workflows to leverage UpGuard's automation and industry best practices. • Stakeholder & Cross-Functional Leadership: Build trust with both highly technical audiences (IT/SecOps) and executive sponsors (CISOs). Act as the connective tissue between PS, Sales, and Product to feed field insights back into the roadmap.

• We are launching a brand-new Professional Services (PS) function at UpGuard, and this is a Day 1, foundational hire. We aren’t just looking for someone to run an existing playbook; we need an experienced practitioner to help us write it. You will lead complex enterprise deployments while simultaneously working with leadership to build the standard operating procedures that will scale our global team. • Foundational Practice Building: Design and document repeatable implementation methodologies, project plans, and SOPs based on your front-line experiences. • Enterprise Delivery & Scope Management: Own complex deployments end-to-end. Manage client expectations, firmly prevent scope creep, and lead User Acceptance Testing (UAT) to ensure a seamless transition to Customer Success. • Technical Integration & Platform Expertise: Develop deep expertise in UpGuard's capabilities. Design and troubleshoot complex integrations leveraging REST APIs, webhooks, and third-party systems (ITSM, SIEM, SSO). • Process Re-engineering & Translation: Translate ambiguous client needs into actionable technical specifications. Redesign legacy vendor risk workflows to leverage UpGuard's automation and industry best practices. • Stakeholder & Cross-Functional Leadership: Build trust with both highly technical audiences (IT/SecOps) and executive sponsors (CISOs). Act as the connective tissue between PS, Sales, and Product to feed field insights back into the roadmap.

• Design and continuously improve lifecycle strategies across the prospect journey • Build scalable nurture programs that educate, qualify and generate demand from large low-intent audiences • Create repeatable lifecycle plays that product marketing squads can deploy consistently across products and regions • Define entry, exit and success criteria for lifecycle programs • Optimise journeys using behavioural signals, engagement data and conversion insights • Own the middle of the funnel, turning known contacts into qualified buying intent. • Partner with BDR leadership on lead routing, recycling and hand-raiser strategies. • Design programs that increase marketing-generated pipeline while reducing unresponsive lead volumes. • Develop always-on reactivation and recycling motions that continuously create new opportunities. • Own email as a marketing channel across the business • Establish templates, governance, QA standards and best practices that improve quality and scalability • Develop modular email frameworks that allow teams to build campaigns efficiently while maintaining consistency • Drive improvements in deliverability, engagement, accessibility and mobile performance • Partner with content teams to improve how email is planned, written and produced • Build lifecycle programs that support cross-sell and expansion • Partner with Customer Success and Product Marketing to create campaigns that generate expansion pipeline • Identify opportunities to increase customer engagement throughout the lifecycle • Act as the connective tissue between Product Marketing, Marketing Operations, Revenue Operations and Sales. • Translate business priorities into scalable lifecycle programs. • Influence stakeholders without relying on direct authority. • Build processes and documentation that improve consistency across teams. • Define lifecycle KPIs and reporting frameworks • Analyse funnel performance to identify bottlenecks and opportunities • Run structured experiments to improve engagement and pipeline conversion • Use insights to continually evolve lifecycle programs and operating models

• You will onboard and manage UpGuard customers to ensure they understand how best to use UpGuard effectively to meet their goals. • You will provide resources to your customers, including success plans, customer-specific training sessions and organize regular check in calls. • You will engage your customers early and frequently, to help them get the most out of UpGuard from day one and continue to drive engagement. • Advocate for the customer; Provide updates to internal cross-functional partners (Product, Sales & Marketing) on customer perspectives, risks, strategic insights, issue resolution activities, expansion & cross-sell opportunities. • You will translate your customer’s requirements by understanding their risk management frameworks to offer a tailored solution on how best they can utilize UpGuard. • You will monitor the health of your customers and intervene with proactive education when customers are not effectively using UpGuard to achieve the value they expected. • Willingness to travel 20% of time within the city and to other cities within India.

• Act as a strategic legal advisor to executive leadership, proactively identifying risks and opportunities to support informed, high-impact decisions. • Assess UpGuard's current legal and compliance posture across key areas; identify gaps against applicable standards; and develop a sequenced, prioritised roadmap that reflects business risk, organisational capacity, and realistic timelines — then lead the company through the change required to close those gaps. • Lead and develop the in-house legal team, implementing scalable processes and metrics-driven practices to accelerate deals and reduce risk. • Build and execute a scalable compliance program covering data privacy (GDPR, CCPA), OFAC/trade compliance, anti-bribery, AI governance, and ethics — with particular emphasis on driving organisational alignment and adoption beyond policy creation. • Identify and mitigate legal and regulatory risks across the business, working cross-functionally to embed compliance awareness into day-to-day decision-making. • Manage corporate legal activities, including governance, equity administration, and any M&A or financing activity as it arises. • Advise People and Finance teams on employment law matters across UpGuard's global workforce, including hiring, employee relations, equity programs, and local labor law compliance. • Support board governance functions, including preparation of board materials, maintenance of corporate records, and management of director obligations across jurisdictions. • Provide strategic product counselling to product, engineering, and go-to-market teams, addressing legal issues and enabling compliant, successful product launches. • Direct intellectual property strategy, proactively protecting and managing UpGuard's trademarks, copyrights, patents, and trade secrets. • Advise on the legal and regulatory implications of AI-driven features, data handling practices, and cybersecurity product capabilities as the platform evolves.