ChatGPT Jobs · 9 hours ago
Sales Excellence & Methodology Manager
United States
Full-time
Remote
Senior Level
7+ years expUpGuard is a company focused on providing robust cybersecurity solutions to help organizations manage their cyber risk. They are seeking a Sales Excellence & Methodology Manager to own the development of commercial skills for various sales roles, ensuring consistent application of sales methodologies and frameworks across the team.
Computer Software
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
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
Preferred
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
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
Company
ChatGPT Jobs
We find the best job offers for experts in ChatGPT and related technologies.
2-10 employees
Funding
Current Stage
Early StageCompany data provided by crunchbase