Account Executive - Install Base

POSITION SUMMARY

As an Account Executive on the Install Base team, you will grow revenue within UpKeep’s existing customer base by identifying, developing and closing expansion opportunities.

Our Install Base Account Executive is a high-volume inside sales role, meaning all customer interactions are performed via phone, Zoom and email. The primary goal of this role is to drive company growth by expanding existing client relationships through additional licenses, upgrades, new product lines and new sites or business units.

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES

• Generate your own qualified expansion pipeline across an assigned book of existing customers through outbound prospecting, account mapping, and engagement with new stakeholders, sites, and business unitsManage a strong pipeline of expansion opportunities across an assigned book of existing customer accounts.
• Identify and convert upsell and cross-sell opportunities through account reviews, product demos and value-based proposals.
• Drive an effective sales process to hit monthly and annual sales targets while maintaining weekly activity metrics.
• Proactively engage customers to uncover new use cases, sites, departments and stakeholders to maintain healthy pipeline coverage.
• Partner closely with Customer Success and Implementation to understand account health, drive adoption and identify growth opportunities.
• Own contract negotiations and close expansion deals, coordinating with Customer Success to ensure a smooth rollout.

EXPERIENCE

• 4+ years B2B SaaS sales with quota-carrying and direct sales experience
• Experience in account management, expansion, or upsell/cross-sell sales a plus
• 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 Salesforce, Gong, ZoomInfo, Outreach
• Experience with utilizing Claude/ChatGPT to prospect
• Utilization of AI heavily in call follow prep, follow up and for deal review and deal management
• Experience partnering cross-functionally with Customer Success and Implementation teams is a plus
• Ability to build relationships and navigate multiple stakeholders within existing accounts
• 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, fast-paced, remote 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 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 base salary + equity + benefits. 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 pay range for this role is $82,000/$82,000 = $164,000 OTE.