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UpKeep is building the AI-powered future of maintenance through an AI-first CMMS (Computerized Maintenance Management System) that serves 4,000+ companies including Shell, Yamaha, Unilever, and Marriott. The company is backed by Insight Partners, Emergence Capital, and Y Combinator and is recognized as Gartner's #1 Facility Management solution.
As an Enterprise Account Executive, you will own a defined book of UpKeep's largest and most strategic accounts, running a consultative, multi-threaded sales motion. This is a lower-volume, higher-value role focused on building executive relationships, navigating complex buying committees, and driving meaningful ARR through larger, longer-cycle deals.
The role operates two connected motions: (1) Customer expansion—partnering with Customer Success to grow and expand a named list of strategic accounts, turning satisfied customers into enterprise-wide deployments; and (2) Prospect acquisition—partnering with Business Development and Marketing to land UpKeep's largest target accounts through coordinated, account-based outbound.
Key responsibilities include: owning a defined list of strategic customer accounts and driving expansion, upsell, and multi-site adoption; developing and maintaining executive relationships that elevate UpKeep from departmental tool to enterprise standard; owning a focused list of largest target prospects and driving new-logo acquisition through account-based selling; multi-threading across buying committees to identify and engage economic buyers, champions, and technical stakeholders; conducting deep account research and delivering tailored, consultative executive-level demonstrations; owning complex, multi-stakeholder contract negotiations; developing deep product, industry, and competitive expertise to articulate differentiated value propositions; and maintaining accurate, disciplined records in Salesforce.
The ideal candidate will excel at building relationships with C-suite and senior executives, navigating complex enterprise sales cycles, and closing high-value deals. You should have proven success in enterprise account expansion and new-logo acquisition, strong communication and negotiation skills, and the ability to develop deep product and industry expertise.
