Upbound

Account Executive

• Carry a sales quota aligned with Upbound’s commercial revenue goals.
• Serve as the primary point of contact and face of Upbound for new prospects and customers.
• Own the full sales cycle, from prospecting through close, within commercial and mid-market accounts.
• Manage multiple concurrent sales cycles with varying deal sizes and shorter sales timelines.
• Partner with Solutions Engineering to guide customers through technical validation and adoption.
• Generate pipeline through outbound efforts and by partnering closely with SDRs, Marketing, and ecosystem partners.
• Drive expansion within existing accounts by identifying new use cases and stakeholders.
• Maintain accurate pipeline and forecast by clearly documenting deal progression, stakeholders, and buying criteria.
• Continuously look for ways to improve sales processes, messaging, and customer engagement.
• Represent Upbound at customer meetings, industry events, and conferences as needed.

Commercial Account Executive

Account Manager

• Own GRR as your primary metric — you are accountable for making sure every Commercial account renews, and you treat any risk to renewal as something to resolve weeks or months before the conversation, not at the last minute
• Proactively identify expansion opportunities — platform consolidation, additional use cases, services upsell, multi-year conversion — and bring them to the AE with a clear business case
• Build and maintain accurate renewal forecasts, risk flags, and health signals across your portfolio, ensuring the business always has a clear view of Commercial ARR
• Drive referencibility and case study development — know which customers are thriving and actively create the conditions for them to become advocates
• Map every account: know who the economic buyer is, who the technical champion is, who the skeptic is, and who you haven't met yet — and keep that list current
• Build genuine, trusted relationships across your accounts — not just the ones who respond to your emails, but the VP of Platform Engineering who hasn't been introduced yet
• Lead regular customer touchpoints, QBRs, and business reviews that connect Upbound's technical progress to outcomes the business actually cares about
• Act as the customer's advocate inside Upbound — surfacing risk, escalating support issues, and ensuring product and engineering understand what Commercial customers need
• Stay genuinely curious about Crossplane, Kubernetes, and the infrastructure platform space — you don't need to write manifesto’s, but you need to understand why a platform engineer cares and speak that language in a customer conversation
• Partner with SAs to understand implementation status, adoption blockers, and technical health — and translate that into commercial risk or opportunity
• Champion Upbound's product vision with your customers — connecting the roadmap to their use cases and building the stickiness that makes Upbound a need to have
• Identify customers who are underutilizing the platform and build action plans with the SA to accelerate adoption before it becomes a renewal risk

Customer Success Account Manager

Software Engineer

• Own the strategy for Upbound Marketplace as the distribution layer for Crossplane providers, extensions, and control plane building blocks.
• Help define and drive the long-term vision for hosted control planes and ecosystem extensibility.
• Ensure Marketplace, UXP, APIs, and Extensions operate as a cohesive control plane experience.
• Lead managers and managers-of-managers across multiple teams.
• Scale engineering org structure to support product velocity and ecosystem expansion.
• Establish operational rigor: roadmap planning, delivery predictability, uptime SLAs, and production excellence.
• Partner closely with Product, GTM, Alliances, and Customer Success to align ecosystem strategy with revenue goals.

Director of Engineering

Solutions Engineer

• Closely partner with the Upbound pre sales team to transition customers to and through a smooth post sales implementation.
• Deeply understand customer environments and requirements, identifying their platform needs, and designing architecture and solutions that delight.
• Ensure successful adoption of Upbound and Crossplane technology into customer production environments.
• Perform technical discovery to scope customer engagements and contribute to authoring Statements of Work.
• Work directly with customers to troubleshoot and solve technical challenges relating to the implementation phase of deploying Crossplane and Upbound Cloud based control plane architectures into their production environments.
• Solve problems and improve customer deployments by writing code, fixing bugs, and building scoped features within Upbound products, the provider ecosystem, and the Crossplane core code base.
• Build and maintain a set of cloud native "reference platforms" that will help accelerate adoption and position Crossplane and Upbound as a central piece of the cloud native landscape.
• Work cross-departmentally to find solutions to complex scenarios and integration issues.
• Be the technical voice of Upbound to the customer, and represent customer needs internally to influence product roadmap.
• Be the trusted technical advisor to new and existing customers by identifying and presenting ongoing technical solutions as the Upbound product suite grows.

Staff Solutions Architect – EMEA

Staff Solutions Architect

• Partner with the Upbound pre-sales team for customer transitions
• Understand customer environments and requirements
• Ensure successful adoption of Upbound and Crossplane technology
• Perform technical discovery for engagements
• Troubleshoot technical challenges during implementation phase
• Enhance customer deployments by writing code and fixing bugs
• Build and maintain cloud native reference platforms
• Collaborate cross-departmentally for complex scenarios
• Represent customer needs internally to influence product roadmap
• Be a trusted technical advisor to customers

• 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.

Strategic Enterprise Account Executive

• Closely partner with the Upbound pre sales team to transition customers to and through a smooth post sales implementation.
• Deeply understand customer environments and requirements, identifying their platform needs, and designing architecture and solutions that delight.
• Ensure successful adoption of Upbound and Crossplane technology into customer production environments.
• Perform technical discovery to scope customer engagements and contribute to authoring Statements of Work.
• Work directly with customers to troubleshoot and solve technical challenges relating to the implementation phase of deploying Crossplane and Upbound Cloud based control plane architectures into their production environments.
• Solve problems and improve customer deployments by writing code, fixing bugs, and building scoped features within Upbound products, the provider ecosystem, and the Crossplane core code base.
• Build and maintain a set of cloud native "reference platforms" that will help accelerate adoption and position Crossplane and Upbound as a central piece of the cloud native landscape. See as an example https://github.com/upbound/platform-ref-aws.
• Work cross-departmentally to find solutions to complex scenarios and integration issues.
• Be the technical voice of Upbound to the customer, and represent customer needs internally to influence product roadmap.
• Be the trusted technical advisor to new and existing customers by identifying and presenting ongoing technical solutions as the Upbound product suite grows.

• Partnering with a Sales Account Executive to engage in technical discussions with customers throughout the buying lifecycle.
• Working cross functionally with product marketing, and independently, to create and deliver high fidelity presentations, custom demos, sample solutions, and present use cases to guide the customer through the buying journey
• Closely partnering with customers and platform builders to solve technical and business challenges which enables them to design, build and implement Crossplane and Upbound Cloud based control plane architectures.
• Working directly with customers and platform builders to define, implement, and test out early proof of concepts of Crossplane and Upbound Cloud.
• Collect detailed customer requirements so product and engineering can accurately estimate and resource the necessary implementation services.
• The technical voice and trusted advisor to the customer and represent the customer needs internally.
• Project manage the account pre and post sale to ensure a smooth and frictionless customer experience through implementation in partnership with Solutions Architect and implementation teams.

Staff Solutions Engineer

• Own the strategy and execution for the customer-facing control plane experience across:
• Crossplane: Upstream work and contributions for the open source Crossplane Project
• Upbound Crossplane: Upbound’s Enterprise Distribution of Crossplane
• Upbound Marketplace: The place where Users and Customers discover content
• Upbound Official Providers and Extensions: Development and maintenance of Providers, Add-Ons, Functions, and more
• Partner Integrations: Development of Extensions with third party partners
• Lead multiple managers and high-performing engineering teams, driving cohesion across product and user experiences.
• Help define and drive the long-term vision for hosted control planes and ecosystem extensibility.
• Ensure Marketplace, UXP, APIs, and Extensions operate as a cohesive control plane experience.
• Shape how platform engineering teams compose infrastructure through Crossplane-powered abstractions.
• Drive reliability, scalability, and production-grade control planes at scale.
• Own the strategy for Upbound Marketplace as the distribution layer for Crossplane providers, extensions, and control plane building blocks.
• Grow and strengthen the provider ecosystem (ISVs, cloud providers, platform partners).
• Enable extension frameworks that allow customers and partners to build on top of Upbound control planes.
• Ensure ecosystem experiences are intuitive, secure, and enterprise-ready.
• Lead managers and managers-of-managers across multiple teams.
• Scale engineering org structure to support product velocity and ecosystem expansion.
• Establish operational rigor: roadmap planning, delivery predictability, uptime SLAs, and production excellence.
• Partner closely with Product, GTM, Alliances, and Customer Success to align ecosystem strategy with revenue goals.
• Translate enterprise customer needs into scalable control plane capabilities.
• Represent engineering in executive-level conversations around ecosystem expansion and AI-native infrastructure.

Recruitment

• Own full-cycle recruiting for GTM roles across levels (IC through leadership), from intake to close.
• Partner with Sales, CX, Marketing, and RevOps leaders to translate growth targets into hiring strategies and calibrated profiles.
• Build and maintain high-quality pipelines using outbound sourcing, referrals, events, talent communities, and market mapping.
• Run structured hiring processes: scorecards, interview plans, debriefs, and consistent decision-making.
• Drive strong offer strategy and closing plans (comp, leveling, competitive intel, stakeholder alignment).
• Track and improve funnel performance (conversion rates, time-to-fill, quality-of-hire signals) and share insights with stakeholders.
• Improve recruiting operations for GTM hiring (process, tooling, templates, interview training, candidate communication).
• Elevate employer branding for revenue talent (messaging, content ideas, candidate touchpoints, storytelling with the business).
• Ensure fair, inclusive hiring practices and consistent, compliant recruiting processes.

Commercial Account Executive

Customer Success Account Manager

Director of Engineering

Staff Solutions Architect – EMEA

Staff Solutions Architect

Staff Solutions Architect – EMEA

Staff Solutions Architect – EMEA

Strategic Enterprise Account Executive

Staff Solutions Architect

Staff Solutions Engineer

Director of Engineering

Senior Business Recruiter