Sales Excellence & Methodology Manager

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.

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 (Rev Ops).

• 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 Rev Ops 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.

• 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…