Sales Excellence & Methodology Manager at UpGuard

About the Role

We are seeking a Sales Excellence & Methodology Manager to join UpGuard's team. This role owns commercial skill development for Account Executives, Sales Development Representatives, and Account Managers, defining how UpGuard sells across all stages of the sales cycle.

Key Responsibilities

• →Own and define UpGuard's sales methodology and execution standards across all pods and regions
• →Embed and enforce frameworks for discovery, qualification, objection handling, and negotiation
• →Partner with Enablement Ops to manage measurement, adoption, and content governance
• →Create and maintain sales playbooks, talk tracks, scripts, templates, and deal frameworks
• →Build competitive playbooks and objection-handling guides with the Competitive Intelligence team
• →Build and manage structured learning paths and content repositories in Mindtickle and Seismic
• →Deliver monthly sales excellence programs and recurring skill reinforcement sessions
• →Create and measure commercial certification paths for AEs, SDRs, and AMs
• →Provide structured coaching to help reps unblock deals and improve forecast accuracy
• →Build outbound frameworks, persona plays, and messaging for predictable pipeline
• →Ensure smooth SDR to AE hand-offs and higher meeting-to-opportunity conversion
• →Empower AEs to source 20-30% of their pipeline through targeted outbound activities
• →Analyze win/loss data to improve win rates, deal size, and velocity
• →Partner with Solution Engineers to improve demo-to-close success rates
• →Enable AMs to uncover whitespace and navigate renewal/upsell conversations