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UpGuard · 2 weeks ago

Sales Excellence & Methodology Manager

United States

Full-time

Remote

Senior Level

$150K/yr - $190K/yr

7+ years exp

UpGuard is a company focused on providing robust cybersecurity solutions. They are seeking a Sales Excellence & Methodology Manager to own the commercial skill development for their sales team, ensuring effective sales methodologies and processes are implemented and maintained across the organization.

Artificial Intelligence (AI)Enterprise SoftwareFinancial ServicesRisk ManagementSaaSSoftware

Growth Opportunities

No H1B

Responsibilities

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

Qualification

Sales Methodology OwnershipCommercial ProficiencyContent & Curriculum DesignDeal-level CoachingData-driven StrategyCross-functional LeadershipExecution RigorFacilitation Excellence

Required

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