UpGuard

Sales Excellence & Methodology Manager

UpGuard

full-time

Posted on:

Location Type: Remote

Location: Remote • California, Colorado, Florida, Illinois, Louisiana, Maryland, Massachusetts, Montana, Oregon, Pennsylvania, Texas, Washington • 🇺🇸 United States

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Salary

💰 $150,000 - $190,000 per year

Job Level

SeniorLead

About the role

  • 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.
Benefits
  • 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

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
MEDDPICCChallengerSandlersales methodologiesdeal frameworkscoachingcontent designcurriculum designsales playbookscompetitive intelligence
Soft skills
cross-functional alignmentcommunicationcoachingnegotiationtactical thinkingproblem-solvingleadershipcollaborationadaptabilitystrategic thinking