Sales Operations Manager

UpKeep•Los Angeles, CA

17d•Hybrid

About The Position

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.

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

Nice To Haves

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

Responsibilities

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
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
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
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
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