Account Executive

UpKeep is the leading cloud-based Asset Operations Management software developed to revolutionize the way teams manage facilities and maintenance work. We provide mobile-first SaaS solutions, Industrial IoT sensors, data analytics tools, advanced enterprise integrations, and top-notch professional services. Our innovative technology is modernizing workflows and maximizing operational efficiency for over 3,000 customers including Shell, Yamaha, Unilever, McDonalds, Subway, Pepsi, and Marriott!   We're a Series B tech startup with 100+ team members across the US. We've been recognized as a "Best Place to Work" multiple years in a row by fostering an inclusive and mission-driven culture. In addition to stock options and great benefits, our people have the flexibility to work remote. UpKeep is ranked the #1 Facility Management software on Gartner, #1 Maintenance Management software on G2 Crowd, FrontRunners on Software Advice, and CMMS Leader on IDC MarketScape.

POSITION SUMMARY 

Our Account Executive is a high volume inside sales role, meaning all customer interactions are performed via the phone and email. The primary goal as an Account Executive is to drive company growth by adding new clients via software license sales. 

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES  

• Effectively manage your own sales pipeline; by timely follow-up on qualified leads generated through marketing and our BDR team, while also managing thoughtful cold calling into new accounts to build a pipeline that will ensure you achieve your quota targets. 
• Qualify inbound leads and prospects via phone and email, identifying key decision-makers, business pain points, the size of the opportunity, budget, and purchase timeframes
• Build relationships with prospective emerging marketing customers (1-250 employees) across several major industries
• Work in partnership with Business Development Representatives to convert totally qualified opportunities into closed-won deals
• Conduct customer research and develop tailored, consultative product demonstrations 
• Own contract negotiations and close the sale before handing off to the Customer Success and Implementation team
• Pursue industry and competitor knowledge to ensure that our value proposition is effectively communicated to customers
• Use your product expertise to understand prospect business and technical needs and present a compelling solution that delivers a unique business value.
• Maintain accurate notes and records in Salesforce.com; actively update sales activities and all relevant data
• Own personal and departmental targets that are aligned with the company’s objectives
• Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders. 
• Identify areas of improvement in an account to meet sales quotas. 
• Forecast and track assigned account metrics (e.g. quarterly sales results and annual forecasts),  prepare reports on account status, collaborate with sales and customer success to identify and grow expansion opportunities within territory. 

EXPERIENCE  

• 2+ years B2B SaaS sales with quota carrying and direct sales experience
• Maintenance, Manufacturing, and Facilities sales industry experience a plus
• Proven track record of meeting or exceeding quotas and receiving positive customer feedback
• Bachelor's Degree with equivalent experience a plus

KNOWLEDGE 

• Proficiency with CRM applications such as Salesforce
• Experience with SalesLoft, Zoominfo, Postal.io, Chorus, and Chili Piper is a plus
• Extensive lead generation and sales development experience in a high-paced sales environment
• Organized and detail-oriented with excellent follow-up skills
• Selling solutions over the phone with persuasive closing techniques
• Ability to work independently and as part of a team in a highly dynamic and fast paced environment
• Ability to multitask and juggle several responsibilities simultaneously
• Strong written and verbal communication skills 
• Good attention to detail and organizational skills

DESIRED BEHAVIORS 

• Receptive to change – is flexible. Seeks and adopts improved approaches and processes. 
• Initiates action – is results oriented, takes responsibility for actions and outcomes. Meets commitments and strives for high performance. 
• Manages the workload - makes timely decisions, prioritizes effectively, solves problems, monitors results and takes remedial action where necessary. 
• Technically proficient – knows the role and has a solid familiarity with tasks and responsibilities.  
• Takes respon