Sales Excellence & Methodology Enablement Manager

1 month ago
Full-time
Senior
Sales and Business Development
UpGuard

UpGuard

UpGuard is a cybersecurity ratings platform based in Sydney, Australia, specializing in third-party risk management and attack surface monitoring to prevent data breaches and enhance IT security.

Professional Services
51-250
Founded 2012
$47M raised

Description

  • Define, document, and enforce sales methodology and execution standards across pods and regions for AEs, SDRs, and AMs.
  • Embed and enforce consistent frameworks for discovery, qualification (MEDDPICC), objection handling, and negotiation across the GTM organization.
  • Create and maintain sales playbooks, talk tracks, scripts, templates, deal frameworks, and competitive playbooks with the CI team.
  • Build and manage structured learning paths and content repositories in Mindtickle and Seismic, and govern content adoption with Enablement Ops.
  • Design and deliver recurring sales excellence programs, monthly skill reinforcement sessions, and commercial certification paths to ensure role readiness.
  • Provide tactical, repeatable deal-level coaching and real-time coaching on live deals and calls to unblock revenue and improve forecast accuracy.
  • Develop outbound strategy, persona plays, messaging, and sequences to generate a predictable top-of-funnel pipeline and enable AE self-sourcing (target ~20–30%).
  • Establish clear SDR-to-AE handoff qualification criteria to improve meeting-to-opportunity conversion and deal hygiene.
  • Partner with RevOps to analyze win/loss and sales data, launch programs that improve win rates, deal size, and velocity, and measure enablement ROI.
  • Collaborate with SEs and AMs to improve Demo→Trial→Close conversion and to enable expansion frameworks for renewal/upsell conversations.

Requirements

  • 7+ years progressive experience in Revenue Enablement, Sales Excellence, or Sales Leadership in a high-growth B2B SaaS environment.
  • Proven experience architecting, deploying, and sustaining sales methodologies and deal frameworks at scale (examples: MEDDPICC, Challenger, Sandler).
  • Demonstrated ability to provide tactical, real-time deal-level coaching and negotiation support on live calls.
  • Track record designing scalable content and curriculum (playbooks, learning paths, certification programs) that translate strategy into repeatable behaviors.
  • Deep commercial proficiency across the full sales cycle, including outbound (SDR), closing (AE), and expansion (AM) responsibilities.
  • Experience building and managing enablement content in tools such as Mindtickle and Seismic.
  • Data-driven capability to use CRM data and sales metrics to identify skill gaps, measure adoption, and inform strategy.
  • Strong cross-functional collaboration experience partnering with RevOps, Product Marketing, SEs, and Sales Leadership to align on revenue goals.
  • Preferred: facilitation excellence and advanced presentation skills to deliver engaging training to diverse audiences.
  • Candidates must be eligible to work in supported US locations (CA, MD, MA, IL, OR, WA, CO, TX, FL, PA, LA, MO, DC); UpGuard cannot provide visa sponsorship or relocation. Pre-employment national police history and reference checks required.

Benefits

  • $150,000–$190,000 per year salary range
  • Monthly lifestyle subsidy for financial, physical, and mental well‑being
  • WFH set-up allowance within first 3 months plus top‑spec laptop provided
  • $1,500 USD annual learning & development allowance
  • 6 weeks PTO plus two additional UpGuardian leave days, plus personal/sick/carer’s leave
  • 18 weeks paid parental leave (regardless of parenting role)
  • Fully remote working environment (with optional physical offices in Sydney & Hobart)
  • Health, dental, and vision insurance, plus paid subscriptions for generative AI tools

Interested in this position?

Apply directly on the company website

Apply Now

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