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Role 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.
• Partnership with Sales Leadership, SDR Leadership, SEs, PMM, Product, and Revenue Operations (RevOps).

What will you accomplish?

• 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.

Qualifications

• 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.
• Proven experience architecting, deploying, and sustaining sales methodologies (e.g., MEDDPICC, Challenger, Sandler) and deal frameworks at scale.
• Ability to provide tactical, real-time coaching on live deals and calls to unblock revenue and sharpen negotiation skills.
• Demonstrated success in designing scalable learning paths, playbooks, and assets that translate complex strategies into executable behaviors.

Requirements

• Advanced communication and presentation skills, with the ability to command a room and deliver engaging training to diverse audiences.
• Proficiency in using CRM data and sales metrics to identify skill gaps, measure enablement ROI, and inform strategic decisions.
• A collaborative partner capable of aligning RevOps, Product Marketing, and Sales Leadership toward shared revenue goals.
• 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.
• $150,000 - $190,000 a year.