Note: The job is a remote job and is open to candidates in USA. UpKeep is an AI-powered SaaS company providing a computerized maintenance management and asset operations management platform for frontline maintenance and facilities teams. The Enterprise Account Executive owns strategic customer and prospect accounts, driving expansion, new-logo acquisition, executive relationships, complex negotiations, pipeline development, and quota attainment.
Responsibilities
- Own a defined list of strategic customer accounts and drive expansion, upsell, and multi-site / enterprise-wide adoption within them
- Partner tightly with Customer Success Managers to build joint account plans, identify whitespace, and convert healthy usage into commercial growth
- Develop and maintain executive relationships that elevate UpKeep from a departmental tool to an enterprise standard
- Build and manage a pipeline of expansion opportunities that ensures you hit your growth quota within the customer base
- Own a focused, named list of UpKeep's largest target prospects and drive new-logo acquisition through account-based selling
- Partner with Business Development Representatives and Marketing to build and execute coordinated, multi-touch outbound plays into these accounts
- Multi-thread across the buying committee — identifying and engaging economic buyers, champions, and technical stakeholders across the organization
- Build the pipeline required to consistently achieve new-business quota targets in a longer, more complex enterprise cycle
- Conduct deep account research and deliver tailored, consultative, executive-level product demonstrations that connect UpKeep to strategic business outcomes
- Own complex, multi-stakeholder contract negotiations and close deals before a structured handoff to Customer Success and Implementation
- Develop deep product, industry, and competitive expertise to articulate a differentiated value proposition and quantifiable business case
- Maintain accurate, disciplined records in Salesforce — pipeline, activity, forecast, and account intelligence
- Forecast accurately against assigned account metrics; prepare account and pipeline reports; collaborate cross-functionally to identify and grow opportunities across the territory
- Own personal and departmental targets aligned to company objectives, and clearly communicate progress on quarterly initiatives to internal and external stakeholders
- Contribute to the enterprise playbook — surface what's working, flag what isn't, and help codify a repeatable process as the motion matures
Skills
- 5+ years of B2B SaaS sales experience, with a track record in large account selling
- Demonstrated success owning complex, multi-stakeholder deals with larger ACVs ($100K+) and longer sales cycles
- Experience selling into and expanding large, multi-site organizations; comfort engaging at the executive level
- Proven track record of meeting or exceeding quota and earning strong customer trust
- Comfort operating in an undefined, greenfield environment where the process is still being built
- Proficiency with CRM applications such as Salesforce. Looking for someone that leverages AI to help manage your workload and 10X your output!
- Strong account-based selling, territory planning, and pipeline generation skills in a strategic-sales environment
- Consultative, value-based selling with the ability to build and defend a business case to senior stakeholders
- Excellent written and verbal communication; strong organization, follow-up, and attention to detail
- Ability to work independently and cross-functionally in a highly dynamic, fast-paced environment
- Builder's mindset — thrives amid ambiguity, creates structure where none exists, and treats an undefined process as an opportunity rather than an obstacle
- Receptive to change — flexible; seeks and adopts improved approaches and processes
- Initiates action — results-oriented; takes ownership of 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 solid familiarity with tasks and responsibilities
- Takes responsibility for own learning — knows personal strengths, recognizes development needs, is open to feedback, and always seeks to learn
- Communicates ideas — strong facilitation and written communication; proposes a way forward and takes in diverse perspectives
- Works collaboratively — shares information, fosters teamwork, and contributes to a positive work environment
- Displays ethical character and competence — acts with integrity and intent, is accountable, and behaves according to company values
- Acts as a good citizen of UpKeep
- Maintenance, Manufacturing, and Facilities industry experience a strong plus
- Bachelor's Degree or equivalent experience is a plus
- Experience with modern sales tooling — e.g., Gong, Outreach, ZoomInfo, is a plus
Benefits
- Remote-first work
- Meaningful ownership
Company Overview