Sales Excellence & Methodology Manager at UpGuard

Who are we? UpGuard’s mission is to make life easier for security teams. We meticulously create robust solutions that enable our customers to identify, assess, and remediate cybersecurity risk across their attack surface, vendor ecosystem, workforce, and trust relationships. Our integrated cyber risk posture management platform combines comprehensive security ratings, instant risk assessments, templated security questionnaires, threat intelligence capabilities, and agentic AI to give organizations a holistic view of their risk surface. At UpGuard, our Sales team has not only been pivotal in growing our business but, more importantly, showing the value of our product daily. We have a highly collaborative sales culture and take on a consultative approach, focusing solely on what’s best for the customer. In 2024, our Sales team exceeded revenue targets, and we’re only just getting started! We’re on the lookout for high-energy individuals who are hungry to get better every day, have a desire to win, and are seeking to sell a product that is helping solve a massive problem for businesses across the globe. Why are we hiring for this role? 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). 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. What do we need from you? • 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. What gives you an edge? • 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's in it for you? • 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 UpGuard is a Certified Great Place to Work® in the US, Australia, UK and India, establishing its position as a leading global technology employer. 99% of team members agree that UpGuard is a great place to work, apply now to find out why! As an Equal Employment Opportunity and Affirmative Action Employer, qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. For applications to positions in the United States, please note, at this time we can only support hiring in the following US states: CA, MD, MA, IL, OR, WA, CO, TX, FL, PA, LA, MO, or DC.  Before starting work with us, you will need to undertake a national police history check and reference checks. Also please note that at this time, we cannot support candidates requiring visa sponsorship or relocation.