Upland Software

Account Executive

Upland Software

full-time

Posted on:

Location Type: Remote

Location: United States

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Job Level

Junior

About the role

  • Move into full‑cycle sales
  • Own deals from sourcing through close, with coaching and support.
  • Run discovery calls to understand customer challenges and goals.
  • Build clear, simple business cases that show value and ROI.
  • Present solutions to managers and executives in a confident, easy‑to‑understand way.
  • Support pricing discussions and multi‑year SaaS agreements.
  • Identify and develop new opportunities within assigned accounts and territories in a series of highly targeted sprints.
  • Progress deals through a structured sales process.
  • Maintain accurate pipeline, forecasts, and notes in CRM.
  • Learn and apply enterprise qualification frameworks (e.g., MEDDICC / MEDDPICC).

Requirements

  • 1–3+ years of experience as a BDR, SDR, or early‑career Account Executive in B2B SaaS.
  • A strong desire to move into full‑cycle, quota‑carrying enterprise sales.
  • Comfortable speaking with customers and asking thoughtful, business‑focused questions.
  • Coachable, curious, and motivated to improve every quarter.
  • Organized and able to manage multiple opportunities at once.
  • Exposure to enterprise or mid‑market customers.
  • Experience supporting longer or more complex sales cycles.
  • Familiarity with professional services delivery, project management, or PMO environments.
  • Interest in value‑based selling (business outcomes, ROI, efficiency).
  • Completion of a structured sales certification program (e.g., MEDDICC, Challenger, SPIN, Sandler, or similar) is strongly encouraged.
Benefits
  • Equal Employment Opportunity Employer
  • Consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status or other legally protected status.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
full-cycle salesB2B SaaSsales processvalue-based sellingbusiness casespipeline managementforecastingdiscovery callsmulti-year agreementsenterprise qualification frameworks
Soft Skills
coachablecuriousmotivatedorganizedcommunicationcustomer engagementquestioningpresentationtime managementproblem-solving
Certifications
MEDDICCMEDDPICCChallengerSPINSandler