Sales Operations Manager

Requirements

• 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 p

Benefits

Additional Information

We're building the AI-powered future of maintenance. UpKeep is on a mission to reinvent how the physical world runs-starting with the frontline teams who maintain it. We're the creators of the world's first AI-first CMMS (Computerized Maintenance Management System), equipping technicians and facilities teams with automation, machine learning, and predictive insights that drive operational speed, safety, and efficiency. What started as a garage-built prototype is now a fast-scaling SaaS company, backed by Insight Partners, Emergence Capital, and Y Combinator. Over 4,000 companies-including Shell, Yamaha, Unilever, and Marriott-run on UpKeep to modernize their asset operations. We're leading the $30B category shift toward Asset Operations Management , where uptime, intelligence, and AI converge. Why join us: Own the AI-first transformation of an entire industry. Every feature we ship leverages AI-from predictive work orders to sensor-driven automations. You're not just iterating-you're pioneering how data reshapes physical operations. Real traction, real scale. Recognized as Gartner's #1 Facility Management solution and G2's top-rated CMMS, we've earned market leadership through product, not puff. A company where builders thrive. We move fast, optimize for outcomes, and give high-agency operators the autonomy to ship big things. Our culture rewards bold thinking, not bureaucracy. Global team, local energy. With 100+ employees across the world, we support remote-first work with deep investment in our LA HQ-where certain roles and leadership converge for rapid innovation. Equity and upside, not just a paycheck. Competitive comp, meaningful ownership, and benefits that support your health, focus, and long-term growth. If you're driven by impact, energized by AI, and hungry to transform a legacy industry-we're hiring! POSITION SUMMARY The Sales Operations Manager is an embedded, in-the-field partner to the BDR and Account Executive teams at UpKeep's LA office. This is a hands-on coaching and execution role - you're on the floor with reps, not behind a laptop building decks. You'll own onboarding ramp, live skill coaching, and making sure 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

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