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.     

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.

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).

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!

www.onupkeep.com

www.onupkeep.com/careers

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.