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UpKeep is an AI-first CMMS (Computerized Maintenance Management System) company backed by Insight Partners, Emergence Capital, and Y Combinator. The company serves 4,000+ enterprises including Shell, Yamaha, Unilever, and Marriott, and is recognized as Gartner's #1 Facility Management solution.
The Sales Operations Manager is an embedded, hands-on coaching and execution role supporting the BDR and Account Executive teams at UpKeep's Los Angeles office. This is not a desk-based role—you'll be on the floor with reps, shadowing calls, joining demos, and delivering real-time feedback.
Key responsibilities include:
**In-the-Field Coaching**: Sit with BDRs and AEs to listen to calls, observe demos, and provide immediate feedback. Run weekly skill sessions on prospecting, discovery, objection handling, and closing. Coach to UpKeep's sales methodology and hold reps accountable. Shadow new hires daily during their first 30 days with structured feedback tied to ramp milestones.
**Onboarding & Ramp**: Own Sales Bootcamp from Day 1 through first closed deal. Set and track 30/60/90 ramp benchmarks with the SVP of Sales. Own the metric for time-to-productivity.
**Tool Adoption & Efficiency**: Be the in-house expert on the GTM stack (Salesforce, Gong, outbound tools). Identify where reps underutilize tools 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 accelerate rep productivity—call prep, email personalization, objection response, account research. Build AI-assisted coaching workflows (e.g., Gong + AI feedback summaries, prompt libraries). Partner with the GTM Engineer to push what's possible.
**Content & Resources**: Maintain a lean, current library of talk tracks, battle cards, and objection handling guides. Keep materials field-relevant and cut anything reps don't use.
This is a hybrid role with an expectation to be in the Los Angeles office on Wednesdays.
