Account Executive

5 months ago

Ottawa, Canada Upland Software Full time

At Upland Software, you’ll find smart, creative teams who love working together to deliver value for our customers, and a global culture of growth and possibility. Our operating model has always supported remote work—and as we keep growing and evolving our workplace, that won’t change. We’re passionate. We’re proactive. We take pride in our work, and we love a good challenge. Sound like you?

**Opportunity Summary**:
Upland’s Specialized Markets team helps organizations organized and optimize digital transformation efforts through world-class products supported by industry leaders.

We are looking for an Account Executive to lead our efforts with several of these key solutions. It’s a pivotal role that matches your skills of highly targeted prospecting with creative end-end sales. You will gain experience in mid-market and enterprise sales, working alongside a winning team. Your measures of success will be flawless execution of sales campaigns to build and execute a long and short-term sales pipeline. In return, you’ll be rewarded with a variable compensation plan based on both sales and renewals. It’s an ideal role for a high-activity business development or small-business inside seller looking to make the next step.

**Primary Responsibilities**:

- Build weekly pipeline by direct prospecting to potential buyers of Upland products at targeted accounts, referrals through Partners, and inbound requests.
- Manage complete and complex sales cycles through forecasting, account resource allocation, account strategy, and territory planning.
- Negotiate pricing and commercial terms to close the sale
- Work closely with the Solutions Consultant to provide presentations, demonstrations, or general information about the products.
- Identify projected financial and business benefits that will be delivered to prospects through implementing products. Contribute to creating business cases and ROI (Return on Investment) content.
- Participate in weekly forecasting meetings and in-depth deal reviews led by the Sales Leaders.

**Requirements**:

- Direct quota carrying software (SaaS) and professional services sales experience, ideally selling within a CIO organization or to manufacturing leadership. Alternatively, inside sales or business development experience in target vertical markets combined with formal sales training may replace this requirement.
- Experience managing the sales cycle from business champion to the C-level.
- Expert communicator, with well-developed skills in listening, building rapport, presenting, and writing. Skills should include a demonstratable ability to tell a story with PowerPoint.
- Well-organized and focused on results, motivated and works without constant supervision.
- Bachelor's degree or equivalent work experience
- Periodic travel may be required.
- Solid computer skills, and modern CRM/sales enablement software proficiency.

**Desired Skills**:

- ERP, IT Financial Management, or IT Service Management Experience
- Previous Sales Methodology training/certification

**_ Annual on target earnings of $141,000 CAD ($61,000 CAD base salary + $80,000 CAD commission) + benefits_**

**Upland Software is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status or other legally protected status.

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