Account Executive - Install Base

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 

As an Account Executive - Install Base, you will build strategic relationships with our existing clients to drive revenue, stimulate growth and maximize client lifetime value.

 

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES  

• Grow customer accounts via new product sales and expansion of existing product and services engagements
• Develop new pipeline opportunities within a set of named install base accounts
• Consult existing clients on their internal process to drive change and expand the use of UpKeep’s product offerings
• Develop, manage, and generate  expansion  pipeline through regular engagement, outreach, and partnership with customer success & implementation team 
• Own contract negotiations and close the sale before handing off to the Customer Success and Implementation team
• Work with Customer Success partners to ensure adoption, retention & expansion of named accounts
• Meet or exceed monthly and quarterly revenue quota

 

EXPERIENCE  

• 3+ years experience in account management or customer success, upselling and cross-selling, preferably in B2B SaaS
• 1+ year of working with self-sourced or passive leads
• 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 

• Demonstrated, proven success in relationship building, pipeline management, prospecting, contract negotiation and closing customers in a high-paced sales environment
• Proficiency with CRM applications such as Salesforce
• Organized and detail-oriented
• 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 

 

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 responsibility for own learning - knows personal strengths and recognizes development needs. Is open to feedback and always seeks to learn. 
• Communicates ideas – strong facilitation and written communication, proposes a way forward. Listens to views of colleagues and takes in diverse perspectives. 
• Works collaboratively – shares information, fosters teamwork and contributes to a positive work environment where people want to come to work.   
• Display ethical character and competence - acts with integrity and intent, is accountable for own actions, behaves according to the company values. 
• Act as a good citizen of UpKeep.     

 

COMPENSATION

This role will receive a competitive On-Target Earnings (base salary + sales commission) + benefits + equity. A variety of factors are considered when determining someone’s compensation–including a candidate’s professional background, experience, and location. Final offer amounts may vary from the amounts listed below.

The base pay for this role is $80,000 USD per year ($160,000 OTE).

Compan