Strategic Account Executive - N.A. [REMOTE]
Upbound - Job Posting
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Benefits offered by this job
Job summary
Qualifications
- Proven track record in achieving sales goals.
- Experience with large enterprise organizations.
- Understanding of cloud-native infrastructure and AI solutions.
Responsibilities
- Manage complex sales efforts with Strategic Enterprise customers.
- Develop deep understanding of customer challenges.
- Collaborate with cross-functional teams for customer success.
Skills
Tools
Job description
Upbound is redefining how modern infrastructure is built for the Agentic AI Era. We’re the creators and primary maintainers of Crossplane, and we’re building theIntelligent Control Plane—a new platform layer that makes infrastructureprogrammable, autonomous, and composable.
Our mission is to power the AI-native enterprise with a foundational platform layer that helps teams provision, operate, and adapt infrastructure at scale—so platforms are ready for both humans and AI agents. We partner with leading cloud providers, ISVs, and open‑source communities to help organizations move faster with greater confidence.
Today, Upbound supportsFortune 500 companiesand platform engineers across100+ countries. Crossplane has surpassed100M+ downloadsand is used by1,000+ teams worldwide. We’re aSeries Bcompany backed byGV (formerly Google Ventures), Altimeter Capital, and Intel Capital, and we’ve raised$69Mto date. Learn more atupbound.io.
The Strategic Enterprise Account Executive role is an outside sales position responsible for developing, managing, and closing business for Strategic Enterprise customers in the North America region 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 role 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.
- 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 strategic enterprise sales motions 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.
- 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.
- Proven track record of consistently meeting or exceeding assigned annual/quarterly goals and targets and consistently ranked top 1-2 on your team.
- Sold to large enterprise G2K companies and adept at navigating global, multi‑national organizations.
- Sold AI, Cloud, or Infrastructure platform oriented products.
- Experience in solution and value selling in the enterprise cloud, cloud‑native, and AI product spaces
- Correctly estimate qualifying opportunities based on MEDDICC.
- 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 senior IT and business executives.
- Clear and articulate written, verbal, online, and in‑person communication skills.
- Professionalism, polish, 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.
- Strong understanding of cloud‑native infrastructure, AI solutions, and/or Infrastructure as Code tooling (Terraform, Ansible, Chef).
- Significant experience selling disruptive technology into focused markets.
#LI-REMOTE
At Upbound, you’ll help shape the systems and strategies that drive predictable, scalable growth in a product‑led company embracing usage‑based models. If you're excited to build from the ground up, work with cutting‑edge cloud technologies, and directly impact how revenue is generated and scaled—this is your seat at the table.
Upbound is pioneering infrastructure platforms for the Agentic AI Era, serving Fortune 500 companies and platform engineers across more than 100 countries. The company empowers infrastructure and platform teams with Intelligent Control Planes—based on Kubernetes and Crossplane—that provision, operate, and adapt so platforms are ready for both humans and AI agents. Upbound is the creator and primary maintainer of Crossplane, the popular open‑source framework for building cloud‑native control planes, with over 100 million downloads and adoption by more than 1,000 teams worldwide. A Series B startup backed by GV (formerly Google Ventures), Altimeter Capital, and Intel Capital, Upbound has raised $69M to date. For more information, visit www.upbound.io.
As set forth in Upbound - Job Posting’s Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law.
If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:
- A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service‑connected disability.
- A "recently separated veteran" means any veteran during the three‑year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.
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