Account Executive, Strategic Accounts

2 weeks ago

Remote, Oregon, United States Upbound Full time

Upbound is the company behind Crossplane, the open source project which started the control plane revolution in the cloud native community. Upbound helps companies rise above the clouds with our Crossplane powered Universal Cloud Platform. With Upbound you get universal real-time visibility into all of your infrastructure environments, the same API centric approach Kubernetes pioneered for managing infrastructure and policies, and self service infrastructure capabilities.


The Account Executive, Strategic Account role is an outside sales position responsible for developing, managing, and closing business for enterprise customers and is an integral part of the field sales organization. This person will partner with our demand generation, solutions engineering, and product teams to guide prospective customers through a solutions sales journey of modernizing their cloud platform architecture. This position will require you to develop a deep understanding of the specific challenges customers are facing to help them positively achieve their business outcomes with Upbound's solutions.

This position reports directly to Upbound's VP of Sales, but you will work cross-functionally with product, marketing, sales development and customer success to provide a tight-knit customer relationship, account leadership and direction in both the pre-sales and post-sales processes.

In this role, you will:

  • Carry a sales quota that aligns with Upbound's revenue goals.
  • Function as the primary point of contact and the face of Upbound for new prospects and customers.
  • Conduct sales activities including prospecting and developing opportunities within existing customer accounts.
  • Manage complex mid enterprise sales campaigns with multiple prospect engagement points.
  • Ensure the successful rollout and adoption of Upbound products and services in partnership with pre-and-post sales engineering and support.
  • Generate qualified leads and develop new customers in partnership with strategic channel and alliance partners.
  • Take ownership of your business by documenting the buying criteria, process, and owners to ensure pipeline accuracy.
  • Look for and implement improvements to sales processes, tools, and materials.
  • Travel to customer sites and industry conferences and events as needed.

You are a good fit if you have:

  • Proven track record of consistently meeting or exceeding assigned annual/quarterly goals and targets and consistently ranked top 1-2 on your team.
  • Experience in solution and value selling in the enterprise cloud or cloud-native product spaces, especially if you've contained a meaningful open source component.
  • Correctly estimate qualifying opportunities based on BANT.
  • A genuine passion and enjoyment in bringing new products to market.
  • Drive to build a business, hunger to find and close deals, and pride in the growth of the business.
  • Relentless focus on customer success and meeting the needs of present and future customers.
  • Experience building positive professional relationships with developers and executives.
  • Clear and articulate written, verbal, online, and in-person communication skills.
  • Professionalism, attention to detail, and strong follow-up.
  • A collaborative mindset and willingness to help solve problems outside of your immediate lane.
  • Fun in your job and enjoy what you do.

It's a plus if you:

  • Strong understanding of legacy Infrastructure as Code tooling (Terraform, Ansible, Chef).
  • Significant experience selling disruptive technology into focused markets.

While building amazing technology is important, Upbound has an intense commitment to building a great culture. With company values like Be Accountable, Demonstrate Craftsmanship, Champion the Customer, Collaborate Decisively, Care For Our Communities, Act as an Owner and Engage Vulnerability; you'll find yourself in a place where learning, growth, impact, and fun finally intersect. Similar to the open source community we serve, we look to each other to constantly iterate and improve on what we're building and you will be a key contributor in this effort.

We encourage people of all backgrounds, gender identities, ethnicities, ages, or any other descriptors that make you uniquely you, to apply with enthusiasm and confidence. Upbound is a place where you can be 100% comfortable being you.

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