Account Executive

Posted Mar 26

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 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.

At UpKeep, we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our products, and our community to flourish. UpKeep is honored to be an equal opportunity workplace. We are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national orientation, age, citizenship, marital status, disability, gender identity, sexual orientation or Veteran status.

Company History & Product:

UpKeep was founded in 2014 by our CEO, Ryan Chan, based on an idea he had while using outdated desktop software as a Process Engineer in a manufacturing plant. He believed a mobile-first solution could significantly improve the productivity of the technicians he was working with. He was determined to build on this vision— so he quit his job, learned to write code, and created the first version of UpKeep from his family's garage!

Today, our cloud-based Software-as-a-Service (SaaS) and cutting edge Industrial IoT sensors solve problems for thousands of businesses around the world. Our Asset Operations Management solutions, coupled with powerful cloud ecosystems, empower maintenance and facilities teams to achieve their digital transformation goals. We are providing meaningful value to an underserved, blue-collar workforce by streamlining workflows, improving collaboration, and making it easy to manage work orders and projects from anywhere, anytime!

We've raised $50 million in venture capital following a recent Series B funding round led by Insight Partners, Emergence Capital, Mucker, and Y Combinator. We're also building The Maintenance Community, the largest online forum and Slack group bringing industry professionals together to participate in discussions, webinars, podcasts, and courses.

Learn More!