Sales Operations Manager

the team is running our tools at full capacity. You'll also be expected to leverage AI to build smarter, faster enablement — whether that's rep coaching feedback loops, AI-assisted call prep, or prompt-driven content creation. If

the team isn't hitting their numbers because of a skills or process gap, that's your problem to solve. ESSENTIAL FUNCTIONS AND

RESPONSIBILITIES In-the-Field Coaching Sit with BDRs and AEs — listen to calls, join demos, give real-time feedback Run weekly skill sessions on outbound prospecting, discovery, objection handling, and closing Coach to UpKeep's sales methodology and hold reps accountable to it Shadow new hires daily during their first 30 days; deliver structured feedback tied to ramp milestones Onboarding & Ramp Own Sales Bootcamp from Day 1 through first closed deal — structure, content, and execution Set clear 30/60/90 ramp benchmarks and track progress against them with the SVP of Sales Cut time-to-productivity; own the metric Tool Adoption & Efficiency Be the in-house expert on our GTM stack (Salesforce, Gong, outbound tools) — not just a trainer, an advocate Identify where reps are leaving time on the table due to tool underuse and fix it Build lightweight job aids, quick-reference guides, and workflow shortcuts that reps actually use AI-Powered Enablement Actively use and teach AI tools to make reps faster — call prep, email personalization, objection response, account research Build AI-assisted coaching workflows (e.g., Gong + AI feedback summaries, prompt libraries for prospecting) Partner with the GTM Engineer to push what's possible; don't wait to be asked Content & Resources Maintain a lean, current library of talk tracks, battle cards, and objection handling guides Keep materials tight and field-relevant — if reps aren't using it, cut it EXPERIENCE 3–6 years in sales enablement, sales coaching, or as a high-performing individual contributor in a sales role Experience working directly with BDR and/or SMB/mid-market AE teams Comfort on the floor — energized by time with reps, not drained by it Strong working knowledge of Salesforce; Gong experience a plus Hands-on experience using AI tools in a sales context (Claude, ChatGPT, etc.) Ability to build fast, iterate, and not over-engineer — this is a startup environment LA-based; available in-office 3 days per week DESIRED BEHAVIORS Coach from observation, not assumption — watch before you prescribe Move fast and don't wait for a perfect plan Use data to find gaps, but fix them with people skills Credible to sellers because you understand the sell Treat pipeline impact as the north star for everything you build WHAT SUCCESS LOOKS LIKE BDR and AE ramp time is measurably shorter quarter over quarter Reps can clearly articulate UpKeep's value prop, handle top objections, and run a tight discovery call Tool utilization scores (Salesforce hygiene, Gong engagement, outbound platform activity) trend up You're seen as a trusted resource by the floor — reps come to you, not just their manager

COMPENSATION This role will receive a competitive base salary + annual

bonus +

benefits. A variety of factors are considered when determining someone’s

compensation–including a candidate’s professional background, experience, and location. Final offer amounts may vary from the amounts listed below. The pay range for this role is $100,000 - $120,000 USD per year. Company History & Product: UpKeep started in a garage, where our founder Ryan taught himself to code and built the first mobile-first maintenance app. The idea was simple but powerful: put modern software in the hands of frontline technicians—and transform how maintenance gets done. Today, UpKeep is the leading cloud-native Asset Operations Management platform, serving over 4,000 businesses worldwide across manufacturing, utilities, healthcare, and beyond. Our Industrial IoT and AI-first software helps maintenance and facilities teams streamline work, predict failures, and act faster—with real-time insights and automation at their fingertips. We’re building for the deskless workforce —the essential workers who keep our physical world running—and arming them with the tools they deserve. In a world re-shoring manufacturing, accelerating automation, and embracing AI at scale, we’re riding the next macro wave—and leading the transformation of legacy maintenance into intelligent operations. Backed by $50 million from Insight Partners , Emergence Capital , Mucker , and Y Combinator, we're not just building software. We're defining a new category for the built world. Learn More! www.upkeep.com www.upkeep.com/careers At UpKeep, we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our products, and our community to flourish. UpKeep is honored to be an equal opportunity workplace. We are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national orientation, age, citizenship, marital status, disability, gender identity, sexual orientation or Veteran status.

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