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Sales Excellence & Methodology Manager

https://www.upguard.com Logo

UpGuard

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Location:
United States , Los Angeles ▼

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Category:
Sales

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Contract Type:
Not provided

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Salary:

150000.00 - 190000.00 USD / Year
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Job Description:

The Sales Excellence & Methodology Manager owns commercial skill development for AEs, SDRs, and the expansion-selling responsibilities of AMs. This role defines how UpGuard sells, encompassing outbound, discovery, qualification, competitive execution, hygiene and trial-to-close conversion. The role partners closely with Sales Leadership, SDR Leadership, SEs, PMM, Product, and Revenue Operations (RevOps).

Job Responsibility:

  • Own UpGuard’s Sales Methodology: Define and enforce execution standards and methodology across all pods and regions for AEs, SDRs, and AMs
  • Embed & Enforce Process: Ensure consistent application of frameworks for discovery, qualification (MEDDPICC), objection handling, and negotiation across the GTM team
  • Cross-Functional Alignment: Partner with Enablement Ops to manage measurement, adoption, and content governance
  • Content Creation: Create and maintain sales playbooks, talk tracks, scripts, templates, and deal frameworks
  • Competitive Intelligence: Partner with the CI team to build competitive playbooks and objection-handling guides
  • Tooling: Build and manage structured learning paths and content repositories in Mindtickle and Seismic
  • Program Delivery: Deliver high-quality, monthly sales excellence programs and recurring skill reinforcement sessions
  • Certification: Create and measure commercial certification paths for AEs, SDRs, and AMs to ensure role readiness
  • Coaching: Provide structured, repeatable coaching to help reps unblock active deals, strengthen qualification discipline, and improve forecast accuracy
  • Outbound Strategy: Build outbound frameworks, persona plays, and messaging to launch and optimize sequences that deliver a predictable top-of-funnel pipeline
  • SDR to AE Hand-off: Ensure clear qualification criteria and smooth transitions to drive higher meeting-to-opportunity conversion
  • AE Self-Sourcing: Empower AEs to consistently source a defined percentage of their pipeline (e.g., 20–30%) through targeted outbound activities
  • Win/Loss Analysis: Analyze data with RevOps to launch programs that measurably improve win rates, deal size, and velocity
  • Solution Engineering: Partner with SEs to improve Demo → Trial → Close success rates effectively pass them to AMs
  • Expansion Frameworks: Enable AMs to uncover whitespace, assess expansion potential, and navigate renewal/upsell conversations confidently

Requirements:

  • 7+ years of progressive experience in Revenue Enablement, Sales Excellence, or Sales Leadership, within a high-growth B2B SaaS environment
  • Deep commercial proficiency across the full sales cycle, with a track record of driving performance in outbound (SDR), closing (AE), and expansion (AM) roles
  • Methodology ownership: Proven experience architecting, deploying, and sustaining sales methodologies (e.g., MEDDPICC, Challenger, Sandler) and deal frameworks at scale
  • Deal-level coaching: Ability to provide tactical, real-time coaching on live deals and calls to unblock revenue and sharpen negotiation skills
  • Content & curriculum design: Demonstrated success in designing scalable learning paths, playbooks, and assets that translate complex strategies into executable behaviors

Nice to have:

  • Facilitation excellence: Advanced communication and presentation skills, with the ability to command a room and deliver engaging training to diverse audiences
  • Data-driven strategy: Proficiency in using CRM data and sales metrics to identify skill gaps, measure enablement ROI, and inform strategic decisions
  • Cross-functional leadership: A collaborative partner capable of aligning RevOps, Product Marketing, and Sales Leadership toward shared revenue goals
  • Execution rigor: A structured, project-management approach to enablement, ensuring initiatives are launched effectively and adopted consistently
What we offer:
  • Monthly Lifestyle subsidy: Use this for financial, physical, and mental well-being
  • WFH set-up allowance: To ensure you have the right environment to work in, we will help you get set up within your first 3 months at UpGuard
  • $1500 USD annual Learning & Development allowance: To support your career development, all team members will be able to expense development opportunities against this allowance
  • Annual leave: 6 weeks PTO plus two additional UpGuardian leave days to give you time to recharge your batteries
  • 18 weeks paid Parental Leave: Irrespective of parenting role
  • Personal Leave Allowance: This includes sick & carer’s leave
  • Fully remote working environment: While we have physical offices in Sydney & Hobart, we do not mandate compulsory attendance
  • Top-spec hardware: All team members will be provided with top-spec laptops for their role
  • Generative AI subsidy: UpGuard provides paid subscriptions for all team members to access generative AI tools to support their work
  • Health Insurance: Health, dental, and vision insurance

Additional Information:

Job Posted:
December 27, 2025

Employment Type:
Fulltime
Work Type:
Remote work
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