Senior Manager of Account Executive, UpKeep
Install Base
$250k
OTE
$125k
BASE
+ Annual bonus + Equity
Computerized maintenance management system software platform
Open for applications
Computerized maintenance management system software platform
101-200 employees
Open for applications
$250k
OTE
$125k
BASE
+ Annual bonus + Equity
101-200 employees
Company mission
To give facility management and maintenance teams the tools they need to increase productivity.
Role
Who you are
- The ideal candidate is a strategic and results-driven sales leader with experience in customer account management, SaaS revenue models, and team development
- 3+ years of experience in SaaS sales, account management or install base account executive
- 2+ years of experience in a sales leadership or management role
- Proven success in leading a team responsible for customer expansion and retention
- Experience working with high-growth B2B SaaS companies
- Strong background in pipeline management, sales forecasting, and performance tracking
- Hands-on experience with CRM tools and sales automation platforms
- Deep understanding of customer retention and revenue expansion strategies
- Knowledge of sales methodologies such as MEDDICCC, Challenger Sale, and/or SPIN Selling
- Familiarity with subscription-based revenue models and SaaS customer lifecycle management
- Strong negotiation and contract management skills
- Proficiency in sales forecasting and data analysis to drive decision-making
- Understanding of cross-functional collaboration between Sales, Marketing, and Customer Success
- Ability to identify and mitigate churn risks proactively
- Expertise in CRM systems like Salesforce, HubSpot, or similar platforms
- Knowledge of competitive market trends and industry best practices
- Strong leadership and coaching techniques to develop high-performing teams
- Display ethical character and competence – gain trust by acting with integrity and intent, seen as professionally credible in role
- Is a role model – displays high levels of commitment and energy, role models our company values and sets high standards that stretch employees. Influence others positively, act as a good citizen of UpKeep
What the job involves
- The Sr Manager, Account Executive - Install Base is responsible for leading and developing a team focused on driving revenue growth within our existing customer base
- This role ensures that our customers achieve maximum value from our solutions while identifying opportunities for expansion, renewals, and upselling
- This position requires close collaboration with cross-functional teams, including Customer Success, Marketing, and Product, to optimize customer engagement and retention
- Lead, coach, and mentor a team of Install Base Account Executives to achieve and exceed revenue goals
- Develop and execute sales strategies focused on retention, renewals, and expansion within the existing customer base
- Establish and track key performance indicators (KPIs) to measure team success and identify areas for improvement
- Foster strong relationships with key customers to understand their business needs and drive long-term value
- Collaborate with Customer Success to improve customer engagement and reduce churn
- Drive account expansion opportunities through upselling and cross-selling strategies
- Maintain an accurate and up-to-date pipeline and forecast using Salesforce
- Identify trends in customer feedback and collaborate with Product teams to enhance the platform based on user needs
- Optimize the sales process to improve efficiency and scalability of the Install Base team
- Conduct regular team training and professional development sessions
- Negotiate contract renewals and pricing structures to maximize revenue while ensuring customer satisfaction
- Work closely with Marketing to develop targeted campaigns and initiatives that drive adoption and engagement
- Present performance reports and data-driven insights to executive leadership
- Act as a subject matter expert in SaaS customer lifecycle management and retention strategies
- Ensure the team adheres to best practices, ethical sales standards, and compliance guidelines
- Cascades strategic goals - ensures aligned departmental goals that drive value and mature the function
- Drives execution – sets high performance standards, mobilizes resources and removes barriers to success. Hold self and others accountable
- Drive change – challenges assumptions and takes responsibility for leading and executing change
- Makes sound and timely decisions - uses problem solving, decision making and planning models and tools. Analyses, provides thoughtful feedback, and takes corrective action when necessary
- Uses the full capabilities of employees in the department – promote ideas and suggestions, record meaningful findings, build bonds, and keep an open-door policy to encourage dialog and learning
- Care for each employee's well-being – respectfully communicate the why behind decisions, promote individuality, provide timely information, build bonds with team, build department backup and comradery, and allow for time off to ensure team members are healthy and balanced
- Over communicate – translate corporate goals into departmental goals and targets, clearly articulate and document timelines and expectations. Communicate with passion and purpose that inspires the team in a way that makes employees want to listen and act
- Creates an open and thought-provoking environment - one that recognises the importance of learning from mistakes, encourages problem solving, engages the teams' interest and passions, promotes fun and inquisitiveness
Our take
For hundreds of thousands of repair workers, as well as facilities and operations managers, the task of making maintenance requests proves to be time-consuming and inefficient. UpKeep was designed so these critical workflow decisions can be made with data-driven insights and in real time, without mountains of note taking and paperwork.
For a monthly subscription fee, UpKeep's users can manage assets and inventory, track time and cost, implement preventative maintenance, and more, with two tiers of features plus a customizable business option to choose from. The platform serves companies across industries, from manufacturing and farming, to hospitality and fitness, and including global enterprises like Yamaha and Unilever. It keeps the sharing of all types of maintenance issues conveniently on one platform, in an easy to read user friendly interface.
In 2022, the company successfully patented its "UpKeep Edge" product, which leverages sensors and cellular gateways to deliver real-time data on operating environments. This achievement showcases that the company is at the forefront of innovation in its field, and is positioned well to continue bringing next-level products to its customers.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 4 rounds)
May 2020
$36m
SERIES B
Mar 2018
$10m
SERIES A
Total funding: $48.9m
Company benefits
- Work from Home
- Stock Options
- Unlimited Vacations
- Medical, Mental, Dental, & Vision
- 401k Plan
- Paid Parental Leave
- Located in Westwood
- Dog Friendly Office
Company HQ
Westwood, Los Angeles, CA
Leadership
Ryan Chan
(CEO)Having studied at UCB, they worked as a Developer and Engineer for 3 years, before founding UpKeep as CEO in April 2016. They have been CEO since, alongside angel investing.
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