Upland Software · 5 hours ago
Senior Account Executive
United States
Full-time
Onsite
Senior LevelUpland Software is a company that fosters smart, creative teams dedicated to delivering value for customers, with a strong culture of remote work. They are seeking a Senior Account Executive to manage the full enterprise sales cycle, focusing on selling their AI-powered knowledge management platform to large enterprises and enhancing customer experiences.
Computer Software
Responsibilities
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
Qualification
Required
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
Preferred
Experience selling into large, complex enterprises in high-tech or financial services (our core ICP)
Knowledge of KCS practices (certification a plus) and exposure to knowledge governance/curation programs
Familiarity with CCaaS/CRM/ITSM ecosystems (e.g., Genesys/NICE/Five9; Salesforce/ServiceNow)
Comfort collaborating with partners and alliances to source/influence pipeline and co-sell into strategic accounts
Company
Upland Software
Upland Software (Nasdaq: UPLD) is a leader in AI-powered knowledge and content management software.
Founded in 2010
1001-5000 employees
Funding
Current Stage
Late StageLeadership Team
Jack McDonald
Chairman and CEO
Paul Miller
Chief Operating Officer
Recent News
2024-05-21
2024-05-21
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