Senior Account Executive

🕒 Março 27

🇺🇸 Estados Unidos – Remoto (EUA)

⏰ Tempo Integral

🟠 Sênior

🧑‍💼 Executivo de Contas

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Upland Software

SiteLinkedInTodas as Vagas

1001 - 5000 funcionários

Fundada em 2010

☁️ SaaS

🏢 Corporativo

⚡ Produtividade

💰 $115.000.000 Post-IPO Equity em 2022-07

SaaS • Enterprise • Productivity

Upland Software é uma fornecedora líder de soluções de software em nuvem com tecnologia de IA, que aprimoram a eficiência empresarial em diversos domínios. Seus produtos incluem integração de telefonia computacional, gestão de conhecimento com tecnologia de IA, engajamento do cliente, automação de documentos e ferramentas de marketing que aumentam a receita, reduzem custos e oferecem valor significativo. O software da Upland é utilizado para melhorar a produtividade de centros de contato, gerenciar ciclos de vida de conteúdo, otimizar marketing digital e impulsionar a produtividade de vendas por meio de fluxos de trabalho aprimorados e insights orientados por IA. Confiadas por mais de 10. 000 clientes, as soluções da Upland são projetadas para impulsionar a transformação digital empresarial e trazer resultados imediatos para os negócios.

Descrição

• Own the full enterprise sales cycle from territory planning and prospecting to multi-threaded discovery, executive alignment, business case creation, commercial negotiation, and close. • Create qualified pipeline via a mix of targeted outbound, event follow-up, ABM plays, and collaboration with SDRs/Marketing; rigorously track progress in Salesforce with clean hygiene and forecast accuracy. • Lead consultative discovery with Operations, Support, CX, and IT stakeholders to uncover knowledge/workflow gaps, AI enablement requirements, and success metrics; translate into solution roadmaps and win themes. • Build compelling value cases (TCO/ROI, KPI impact on FCR, AHT, CSAT, adoption) and navigate legal, security, and procurement to remove friction and accelerate agreements. • Orchestrate resources (Solutions Consulting, Product, Services, Customer Success, Marketing, and Partners) to run tailored demos, POCs/pilots, and reference calls that de-risk complex programs. • Partner-led growth: align with channel and alliance partners to expand reach within target accounts and co-sell into strategic opportunities. • Land and expand: secure initial wins and drive expansion across use cases (agent assist, self-service, knowledge creation/governance) and adjacent teams/regions. • Be the voice of the customer back to Product and Marketing—especially around AI authoring, integration patterns, and KCS practices—to influence roadmap and content.

🎯 Requisitos

• Proven enterprise hunter/closer with consistent achievement against new-logo and expansion targets selling B2B SaaS into complex, multi-stakeholder environments. • Fluent in value-based, MEDDICC-style selling, multi-threading, and executive storytelling; expert in running structured evaluations/POCs and building hard-dollar business cases. • Domain familiarity with Knowledge Management, Contact Center, Service Desk/ITSM, or adjacent CX/EX workflows (e.g., Salesforce, ServiceNow, Zendesk, ITIL/KCS). • Credible on AI —able to discuss AI authoring vs. retrieval/search patterns, data governance, and integration choices (embedded AI vs. BYO-AI) with technical and business leaders. • Operational rigor: exceptional pipeline discipline, forecasting accuracy, and command of Salesforce and sales collaboration tools. • Excellent communication (written, verbal, and presentation) with the executive presence to influence VP/C-level stakeholders. • Travel as needed to customers, partners, and events.

🏖️ Benefícios

• Flexible work arrangements • Professional development opportunities