Enterprise Account Executive

This is a fully remote position, open to applicants in United States.

📋 Description

• Manage a designated portfolio of UpKeep's most significant and strategic accounts

• Propel growth, upselling, and enterprise-wide adoption within assigned customer accounts

• Collaborate with Customer Success Managers on joint account strategies, whitespace identification, and commercial growth initiatives

• Establish and nurture executive-level relationships

• Create and oversee expansion opportunity pipelines to achieve growth targets

• Maintain a targeted list of strategic prospects and drive new-logo acquisition through account-based selling

• Partner with Business Development Representatives and Marketing on coordinated, multi-touch outbound strategies

• Engage with economic buyers, champions, and technical stakeholders within buying committees

• Build a pipeline to meet new business quota objectives

• Conduct account research and provide customized, consultative, executive-level product demonstrations

• Manage complex contract negotiations and finalize deals prior to transition to Customer Success and Implementation

• Develop expertise in product, industry, and competition, clearly articulating differentiated value propositions and business cases

• Keep precise records of pipeline, activities, forecasts, and account intelligence in Salesforce

• Forecast performance against assigned account metrics and prepare reports on accounts and pipeline

• Collaborate across departments to identify and capitalize on territory opportunities

• Take ownership of personal and departmental targets and communicate progress on quarterly initiatives

• Contribute to and formalize the enterprise sales playbook

⛳️ Requirements

• Over 5 years of B2B SaaS sales experience (60+ months)

• Proven history in large account selling

• Experience managing complex deals involving multiple stakeholders, with larger ACVs ($100K+) and extended sales cycles

• Background in selling to and expanding within large, multi-site organizations

• Comfort engaging with executive-level stakeholders

• Documented success in meeting or surpassing quotas and building strong customer trust

• Ability to operate effectively in an undefined, greenfield environment

• Proficient in CRM tools like Salesforce

• Capability to utilize AI to streamline workload and boost productivity

• Familiarity with modern sales tools such as Gong, Outreach, or ZoomInfo is advantageous

• Strong skills in account-based selling, territory planning, and pipeline generation

• Expertise in consultative, value-driven selling and in constructing and defending a business case to senior stakeholders

• Exceptional written and verbal communication skills

• Strong organizational abilities, follow-up skills, and attention to detail

• Ability to work autonomously and collaboratively in a dynamic, fast-paced setting

• Experience in the Maintenance, Manufacturing, and Facilities industries is highly desirable

• A Bachelor's Degree or equivalent experience is a plus

🏝️ Benefits

• Competitive benefits package

• Equity and substantial ownership opportunities

• Remote-first work environment

• Support for health, focus, and long-term personal growth