Account Executive - Install Base at UpKeep

Worldwide

$82k - $164k

<div class="content-intro"><p><strong>We’re building the AI-powered future of maintenance.</strong></p> <p>UpKeep is on a mission to reinvent how the physical world runs—starting with the frontline teams who maintain it. We’re the creators of the world’s first <strong>AI-first CMMS</strong> (Computerized Maintenance Management System), equipping technicians and facilities teams with automation, machine learning, and predictive insights that drive operational speed, safety, and efficiency.</p> <p>What started as a garage-built prototype is now a fast-scaling SaaS company, backed by Insight Partners, Emergence Capital, and Y Combinator. Over 4,000 companies—including Shell, Yamaha, Unilever, and Marriott—run on UpKeep to modernize their asset operations. We’re leading the $30B category shift toward <strong>Asset Operations Management</strong>, where uptime, intelligence, and AI converge.</p> <h3><strong>Why join us:</strong></h3> <ul> <li><strong>Own the AI-first transformation of an entire industry.</strong><strong><br></strong>Every feature we ship leverages AI—from predictive work orders to sensor-driven automations. You’re not just iterating—you’re pioneering how data reshapes physical operations.<br><br></li> <li><strong>Real traction, real scale.</strong><strong><br></strong>Recognized as Gartner’s #1 Facility Management solution and G2’s top-rated CMMS, we’ve earned market leadership through product, not puff.<br><br></li> <li><strong>A company where builders thrive.</strong><strong><br></strong>We move fast, optimize for outcomes, and give high-agency operators the autonomy to ship big things. Our culture rewards bold thinking, not bureaucracy.<br><br></li> <li><strong>Global team, local energy.</strong><strong><br></strong>With 100+ employees across the world, we support remote-first work with deep investment in our LA HQ—where certain roles and leadership converge for rapid innovation.<br><br></li> <li><strong>Equity and upside, not just a paycheck.</strong><strong><br></strong>Competitive comp, meaningful ownership, and benefits that support your health, focus, and long-term growth.</li> </ul> <p>If you’re driven by impact, energized by AI, and hungry to transform a legacy industry—we’re hiring!</p></div><h3><strong>POSITION SUMMARY</strong></h3> <p>As an Account Executive on the Install Base team, you will grow revenue within UpKeep’s existing customer base by identifying, developing and closing expansion opportunities.</p> <p>Our Install Base Account Executive is a high-volume inside sales role, meaning all customer interactions are performed via phone, Zoom and email. The primary goal of this role is to drive company growth by expanding existing client relationships through additional licenses, upgrades, new product lines and new sites or business units.</p> <p>&nbsp;</p> <h3><strong>ESSENTIAL FUNCTIONS AND RESPONSIBILITIES</strong></h3> <ul> <li>Generate your own qualified expansion pipeline across an assigned book of existing customers through outbound prospecting, account mapping, and engagement with new stakeholders, sites, and business unitsManage a strong pipeline of expansion opportunities across an assigned book of existing customer accounts.</li> <li>Identify and convert upsell and cross-sell opportunities through account reviews, product demos and value-based proposals.</li> <li>Drive an effective sales process to hit monthly and annual sales targets while maintaining weekly activity metrics.</li> <li>Proactively engage customers to uncover new use cases, sites, departments and stakeholders to maintain healthy pipeline coverage.</li> <li>Partner closely with Customer Success and Implementation to understand account health, drive adoption and identify growth opportunities.</li> <li>Own contract negotiations and close expansion deals, coordinating with Customer Success to ensure a smooth rollout.</li> </ul> <p>&nbsp;</p> <h3><strong>EXPERIENCE</strong></h3> <ul> <li>4+ years B2B SaaS sales with quota-carrying and direct sales experience</li> <li>Experience in account management, expansion, or upsell/cross-sell sales a plus</li> <li>Maintenance, Manufacturing, and Facilities sales industry experience a plus</li> <li>Proven track record of meeting or exceeding quotas and receiving positive customer feedback</li> <li>Bachelor’s Degree with equivalent experience a plus</li> </ul> <p>&nbsp;</p> <h3><strong>KNOWLEDGE</strong></h3> <ul> <li>Proficiency with CRM applications such as Salesforce</li> <li>Experience with Salesforce, Gong, ZoomInfo, Outreach</li> <li>Experience with utilizing Claude/ChatGPT to prospect&nbsp;</li> <li>Utilization of AI heavily in call follow prep, follow up and for deal review and deal management</li> <li>Experience partnering cross-functionally with Customer Success and Implementation teams is a plus</li> <li>Ability to build relationships and navigate multiple stakeholders within existing accounts</li> <li>Organized and detail-oriented with excellent follow-up skills</li> <li>Selling solutions over the phone with persuasive closing techniques</li> <li>Ability to work independently and as part of a team in a highly dynamic, fast-paced, remote environment</li> <li>Ability to multitask and juggle several responsibilities simultaneously</li> <li>Strong written and verbal communication skills</li> <li>Good attention to detail and organizational skills</li> </ul> <p>&nbsp;</p> <h3><strong>DESIRED BEHAVIORS</strong></h3> <ul> <li>Receptive to change – is flexible. Seeks and adopts improved approaches and processes.</li> <li>Initiates action – is results oriented, takes responsibility for actions and outcomes. Meets commitments and strives for high performance.</li> <li>Manages the workload – makes timely decisions, prioritizes effectively, solves problems, monitors results and takes remedial action where necessary.</li> <li>Technically proficient – knows the role and has a solid familiarity with tasks and responsibilities.</li> <li>Takes responsibility for own learning – knows personal strengths and recognizes development needs. Is open to feedback and always seeks to learn.</li> <li>Communicates ideas – strong facilitation and written communication, proposes a way forward. Listens to views of colleagues and takes in diverse perspectives.</li> <li>Works collaboratively – shares information, fosters teamwork and contributes to a positive work environment where people want to come to work.</li> <li>Display ethical character and competence – acts with integrity and intent, is accountable for own actions, behaves according to the company values.</li> <li>Act as a good citizen of UpKeep.</li> </ul> <p>&nbsp;</p> <h3><strong>COMPENSATION&nbsp;</strong></h3> <p>This role will receive a competitive base salary + equity + benefits. 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.</p> <p>The pay range for this role is <span class="collapsed-field-text">$82,000/$82,000 = $164,000 OTE</span>.</p><div class="content-conclusion"><div><strong>Company History &amp; Product:</strong></div> <div> <p>UpKeep started in a garage, where our founder Ryan taught himself to code and built the first mobile-first maintenance app. The idea was simple but powerful: put modern software in the hands of frontline technicians—and transform how maintenance gets done.</p> <p>Today, UpKeep is the leading cloud-native <strong>Asset Operations Management</strong> platform, serving over 4,000 businesses worldwide across manufacturing, utilities, healthcare, and beyond. Our Industrial IoT and AI-first software helps maintenance and facilities teams streamline work, predict failures, and act faster—with real-time insights and automation at their fingertips.</p> <p>We’re building for the <strong>deskless workforce</strong>—the essential workers who keep our physical world running—and arming them with the tools they deserve.&nbsp; In a world re-shoring manufacturing, accelerating automation, and embracing AI at scale, we’re riding the next macro wave—and leading the transformation of legacy maintenance into intelligent operations.</p> </div> <div>Backed by $50 million from <a class="postings-link" href="https://www.insightpartners.com/portfolio/">Insight Partners</a>,&nbsp;<a class="postings-link" href="https://www.emcap.com/portfolio">Emergence Capital</a>,&nbsp;<a class="postings-link" href="https://www.mucker.com/companies/">Mucker</a>, and&nbsp;<a class="postings-link" href="https://www.ycombinator.com/companies/?top_company=true">Y Combinator,</a><strong>&nbsp;</strong>we're not just building software.&nbsp; We're defining a new category for the built world.</div> <div>&nbsp;</div> <div>&nbsp;</div> <div><strong>Learn More!</strong></div> <div><a class="postings-link" href="http://www.onupkeep.com/overview">www.upkeep.com</a></div> <div><a class="postings-link" href="https://www.onupkeep.com/careers/">www.upkeep.com/careers</a></div> <div>&nbsp;</div> <div>&nbsp;</div> <div>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.</div></div>