This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. 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.

• Drive ongoing data hygiene efforts including de-duplication, enrichment, lifecycle management, and compliance. • Establish and maintain data standards, field definitions, and operational guardrails in partnership with cross-functional teams. • Ensure pricing, products, and contract-related records are accurate and accessible for leadership. • Support Salesforce workflows, automations, and user experiences that increase seller productivity and data quality. • Identify high-impact opportunities for AI-enabled enhancements. • Partner with stakeholders to translate business needs into scalable system solutions. • Create and enhance Salesforce reports and dashboards to support pipeline visibility, activity tracking, funnel performance, and operational KPIs. • Drive planning, prioritization, and delivery of RevOps system projects and enhancements.

• Develop and execute a comprehensive sales enablement roadmap focused on onboarding, skill development, sales effectiveness, and manager/leader training • Design and continuously evolve the onboarding experience for all new Commercial team members, ensuring a fast, consistent, and engaging ramp-up for Sales, Client Success, and Partnerships • Lead training programs on core sales skills such as discovery, value-based selling, storytelling, objection handling, and negotiation • Design and deliver manager development programs that build coaching capabilities, elevate team leadership, and drive performance at scale • Identify skill gaps and opportunities for improvement by analyzing performance data, listening to Gong calls, and gathering feedback from the team • Collaborate closely with Sales, Client Success, Marketing, Revenue Operations, and Product to ensure enablement programs are aligned with evolving business priorities and product launches • Create and deliver dynamic learning experiences via live workshops, async content, coaching guides, and scalable toolkits • Establish a measurement framework with clear success metrics and feedback loops to optimize adoption and track the tangible impact of your programs on revenue • Stay ahead of learning trends, sales innovations, and industry best practices, exploring and applying new technologies to reimagine how work gets done

• Partner with our Sales, Sales Ops, and cross-functional leaders to enable Deal Support to scale effectively, including process optimization, process redesign, or development of new process/policies • Work closely with business stakeholders to identify, scope, resource, and prioritize strategic projects that improve the Sales experience • Develop operational measurements and KPIs to identify business process issues and provide recommendations and solutions to business problems. Identify key opportunities for improvement through quantitative and qualitative insight • Work with cross-functional leaders to scope projects, align objectives, and coordinate stakeholders to deliver outcomes aligned with key business objectives • Partner with the systems owners used by sellers and internal agents to incorporate feedback and automate workflows by providing business requirements and considerations, conducting UAT testing, and leading communications • Drive change management for process improvements within the Deal Execution and Strategy organization, ensuring the team is prepared, supported, and equipped with the necessary resources to adapt to organizational change • Champion, role model, and embed Samsara’s cultural principles (Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, Win as a Team) as we scale globally and across new offices