Senior Account Executive

🕒 March 27

🇺🇸 United States – Remote

⏰ Full Time

🟠 Senior

🧑‍💼 Account Executive

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Upland Software

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2010

☁️ SaaS

🏢 Enterprise

⚡ Productivity

💰 $115M Post-IPO Equity on 2022-07

SaaS • Enterprise • Productivity

Upland Software is a leading provider of AI-powered cloud software solutions that enhance business efficiency across various domains. Their products include computer telephony integration, AI-powered knowledge management, customer engagement, document automation, and marketing tools that increase revenue, reduce costs, and deliver significant value. Upland's software is used to improve contact center productivity, manage content lifecycles, optimize digital marketing, and drive sales productivity through enhanced workflows and AI-driven insights. Trusted by over 10,000 customers, Upland's solutions are designed to power enterprise digital transformation and bring immediate business outcomes.

📋 Description

• 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.

🎯 Requirements

• 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.

🏖️ Benefits

• Flexible work arrangements • Professional development opportunities