Account Executive - Install Base
Grow revenue within UpKeep’s existing customer base as an Account Executive focused on expansion opportunities.
Posted by employer 2 days ago
First seen on Joblaze 1 day ago
Last verified on the company career page 1 day ago
What you'll build
- Generate qualified expansion pipeline
- Manage pipeline of expansion opportunities
- Identify upsell and cross-sell opportunities
- Drive effective sales process
- Engage customers to uncover new use cases
Must have
- 4+ years B2B SaaS sales experience
- Quota-carrying and direct sales experience
Nice to have
- Experience in account management
- Maintenance, Manufacturing, and Facilities sales industry experience
- Bachelor’s Degree with equivalent experience
AI in the day-to-day
Utilization of AI heavily in call follow prep, follow up and for deal review and deal management.
Requirements
- Experience
- 4+ years
- Education
- Bachelor's degree
Not disclosed in this posting: visa sponsorship.
Benefits
Joblaze summary
The Account Executive on the Install Base team at UpKeep focuses on expanding revenue within existing customer accounts by identifying and closing upsell and cross-sell opportunities. This role requires proficiency in B2B SaaS sales, particularly in account management, and familiarity with tools like Salesforce and AI-driven prospecting methods. Ideal candidates have a strong sales background, are results-oriented, and can navigate complex customer relationships. UpKeep's fast-paced environment emphasizes autonomy and collaboration, making it suitable for self-motivated individuals.
Joblaze insights
- Listed yesterday — first seen on Joblaze November 14, 2026. Last confirmed on UpKeep's careers page November 14, 2026.
- Salary band is below the typical range for Sales/Marketing roles (median ~$140,540).
- Starts above 10% of 134 comparable mid sales/marketing roles that list AI/ML we track (median $125,800 across 53 companies). See AI/ML salary trends
- AI/ML appears in 11.8% of 3529 comparable mid sales/marketing roles; Zoominfo appears in 0.7% of 3529 comparable mid sales/marketing roles.
Quick facts
- Is the Account Executive - Install Base role remote?
- Yes — UpKeep lists this as a fully remote position.
- What's the salary range?
- UpKeep lists $82,000–$82,000 for this role.
- How much experience is required?
- At least 4 years of relevant experience for this Account Executive - Install Base role.
- What's the tech stack?
- Joblaze extracted these technologies from the posting: AI/ML, CRM, Gong, Outreach, SaaS, Sales.
- What seniority level is this role?
- UpKeep targets mid-level candidates for this position.
- Is this full-time or contract?
- Full-time for this Account Executive - Install Base role at UpKeep.
From the original posting
We’re building the AI-powered future of maintenance.
UpKeep is on a mission to reinvent how the physical world runs—starting with the frontline teams who maintain it. We’re the creators of the world’s first AI-first CMMS (Computerized Maintenance Management System), equipping technicians and facilities teams with automation, machine learning, and predictive insights that drive operational speed, safety, and efficiency.
What started as a garage-built prototype is now a fast-scaling SaaS company, backed by Insight Partners, Emergence Capital, and Y Combinator. Over 4,000 companies—including Shell, Yamaha, Unilever, and Marriott—run on UpKeep to modernize their asset operations. We’re leading the $30B category shift toward Asset Operations Management, where uptime, intelligence, and AI converge.
Why join us:
- Own the AI-first transformation of an entire industry.
Every feature we ship leverages AI—from predictive work orders to sensor-driven automations. You’re not just iterating—you’re pioneering how data reshapes physical operations. - Real traction, real scale.
Recognized as Gartner’s #1 Facility Management solution and G2’s top-rated CMMS, we’ve earned market leadership through product, not puff. - A company where builders thrive.
We move fast, optimize for outcomes, and give high-agency operators the autonomy to ship big things. Our culture rewards bold thinking, not bureaucracy. - Global team, local energy.
With 100+ employees across the world, we support remote-first work with deep investment in our LA HQ—where certain roles and leadership converge for rapid innovation. - Equity and upside, not just a paycheck.
Competitive comp, meaningful ownership, and benefits that support your health, focus, and long-term growth.
If you’re driven by impact, energized by AI, and hungry to transform a legacy industry—we’re hiring!
POSITION SUMMARY
As an Account Executive on the Install Base team, you will grow revenue within UpKeep’s existing customer base by identifying, developing and closing expansion opportunities.
Our Install Base Account Executive is a high-volume inside sales role, meaning all customer interactions are performed via phone, Zoom and email. The primary goal of this role is to drive company growth by expanding existing client relationships through additional licenses, upgrades, new product lines and new sites or business units.
ESSENTIAL FUNCTIONS AND RESPONSIBILITIES
- Generate your own qualified expansion pipeline across an assigned book of existing customers through outbound prospecting, account mapping, and engagement with new stakeholders, sites, and business unitsManage a strong pipeline of expansion opportunities across an assigned book of existing customer accounts.
- Identify and convert upsell and cross-sell opportunities through account reviews, product demos and value-based proposals.
- Drive an effective sales process to hit monthly and annual sales targets while maintaining weekly activity metrics.
- Proactively engage customers to uncover new use cases, sites, departments and stakeholders to maintain healthy pipeline coverage.
- Partner closely with Customer Success and Implementation to understand account health, drive adoption and identify growth opportunities.
- Own contract negotiations and close expansion deals, coordinating with Customer Success to ensure a smooth rollout.
EXPERIENCE
- 4+ years B2B SaaS sales with quota-carrying and direct sales experience
- Experience in account management, expansion, or upsell/cross-sell sales a plus
- Maintenance, Manufacturing, and Facilities sales industry experience a plus
- Proven track record of meeting or exceeding quotas and receiving positive customer feedback
- Bachelor’s Degree with equivalent experience a plus
KNOWLEDGE
- Proficiency with CRM applications such as Salesforce
- Experience with Salesforce, Gong, ZoomInfo, Outreach
- Experience with utilizing Claude/ChatGPT to prospect
- Utilization of AI heavily in call follow prep, follow up and for deal review and deal management
- Experience partnering cross-functionally with Customer Success and Implementation teams is a plus
- Ability to build relationships and navigate multiple stakeholders within existing accounts
- Organized and detail-oriented with excellent follow-up skills
- Selling solutions over the phone with persuasive closing techniques
- Ability to work independently and as part of a team in a highly dynamic, fast-paced, remote environment
- Ability to multitask and juggle several responsibilities simultaneously
- Strong written and verbal communication skills
- Good attention to detail and organizational skills
DESIRED BEHAVIORS
- Receptive to change – is flexible. Seeks and adopts improved approaches and processes.
- Initiates action – is results oriented, takes responsibility for actions and outcomes. Meets commitments and strives for high performance.
- Manages the workload – makes timely decisions, prioritizes effectively, solves problems, monitors results and takes remedial action where necessary.
- Technically proficient – knows the role and has a solid familiarity with tasks and responsibilities.
- Takes responsibility for own learning – knows personal strengths and recognizes development needs. Is open to feedback and always seeks to learn.
- Communicates ideas – strong facilitation and written communication, proposes a way forward. Listens to views of colleagues and takes in diverse perspectives.
- Works collaboratively – shares information, fosters teamwork and contributes to a positive work environment where people want to come to work.
- Display ethical character and competence – acts with integrity and intent, is accountable for own actions, behaves according to the company values.
- Act as a good citizen of UpKeep.
COMPENSATION
This role will receive a competitive base salary + equity + benefits. A variety of factors are considered when determining someone’s compensation–including a candidate’s professional background, experience, and location. Final offer amounts may vary from the amounts listed below.
The pay range for this role is $82,000/$82,000 = $164,000 OTE.
UpKeep started in a garage, where our founder Ryan taught himself to code and built the first mobile-first maintenance app. The idea was simple but powerful: put modern software in the hands of frontline technicians—and transform how maintenance gets done.
Today, UpKeep is the leading cloud-native Asset Operations Management platform, serving over 4,000 businesses worldwide across manufacturing, utilities, healthcare, and beyond. Our Industrial IoT and AI-first software helps maintenance and facilities teams streamline work, predict failures, and act faster—with real-time insights and automation at their fingertips.
We’re building for the deskless workforce—the essential workers who keep our physical world running—and arming them with the tools they deserve. In a world re-shoring manufacturing, accelerating automation, and embracing AI at scale, we’re riding the next macro wave—and leading the transformation of legacy maintenance into intelligent operations.