Upbound

• Serve as a primary technical resource for customer inquiries related to Upbound’s products Spaces, Cloud, Official Extensions, Marketplace, Registry & More delivering a “wow” experience with every single touch • Apply a structured, methodical troubleshooting approach to diagnose and resolve complex customer issues, moving efficiently from hypothesis to root cause • Triage, own, and drive tickets to resolution with urgency and clear communication proactively keeping customers informed every step of the way • Identify, document, and escalate bugs and product issues to Engineering with thorough reproduction steps, collaborating closely to ensure fast resolution • Partner with the Solutions team on complex, strategic customer requests, ensuring seamless handoffs and continuity of experience • Capture and contribute knowledge back to the team building and maintaining a high-quality internal knowledge base using KCS (Knowledge-Centered Service) methodology • Gather and synthesize customer feedback to surface trends, advocate for product improvements, and drive process enhancements across the team • Build or contribute to agentic tooling, automation, and internal workflows that meaningfully elevate the support experience and scale your own impact

• Serve as a primary technical resource for customer inquiries related to Upbound’s products Spaces, Cloud, Official Extensions, Marketplace, Registry & More delivering a “wow” experience with every single touch • Apply a structured, methodical troubleshooting approach to diagnose and resolve complex customer issues, moving efficiently from hypothesis to root cause • Triage, own, and drive tickets to resolution with urgency and clear communication proactively keeping customers informed every step of the way • Identify, document, and escalate bugs and product issues to Engineering with thorough reproduction steps, collaborating closely to ensure fast resolution • Partner with the Solutions team on complex, strategic customer requests, ensuring seamless handoffs and continuity of experience • Capture and contribute knowledge back to the team building and maintaining a high-quality internal knowledge base using KCS (Knowledge-Centered Service) methodology • Gather and synthesize customer feedback to surface trends, advocate for product improvements, and drive process enhancements across the team • Build or contribute to agentic tooling, automation, and internal workflows that meaningfully elevate the support experience and scale your own impact

• Own the end-to-end post-sale engagement + account planning program for a portfolio of Fortune 2000 strategic accounts: From implementation kickoff through adoption, value realization, and renewal readiness • Design and maintain rigorous program governance: project plans, RAID logs, milestone tracking, and executive status reporting tailored to complex enterprise environments • Proactively surface risks, drive escalation paths, and resolve blockers before they become program-threatening — keeping meticulous documentation that Fortune 2000 stakeholders expect • Serve as the senior post-sale point of contact for VP- and C-suite stakeholders, including VP Engineering, CTO, and VP Platform Engineering personas at large enterprise accounts • Lead Executive Business Reviews, onsite COE initiatives, and program health check-ins. Translate infrastructure progress into business outcomes, risk posture, and ROI narratives • Navigate the organizational complexity of large enterprises: competing priorities, multiple business units, and shifting stakeholder maps — while keeping programs on track • Partner with Account Executives on renewal and expansion motions, providing executive relationship insights and program health signals to support commercial strategy • Excited about actively leveraging AI tools to scale your impact: automating status reports, generating meeting summaries, building reusable program templates, and surfacing account health signals • Engage credibly with deeply technical audiences: platform engineers, SREs, and architects empowered to translate technical program status into clear executive and business narratives • Help define the TPM operating model at Upbound! As an early hire, you will have significant influence over the processes, playbooks, and tooling that future TPMs inherit.

• 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.

• 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

• 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.

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description The Strategic Enterprise Account Executive role is an outside sales position responsible for developing, managing, and closing business for Strategic Enterprise customers in the North America region and is an integral part of the field sales organization. This person will partner with our demand generation, solutions engineering, and product teams to guide prospective customers through a solutions sales journey of modernizing their cloud platform architecture. This position will require you to develop a deep understanding of the specific challenges customers are facing to help them positively achieve their business outcomes with Upbound’s solutions. This role will work cross-functionally with product, marketing, sales development, and customer success to provide a tight-knit customer relationship, account leadership, and direction in both the pre-sales and post-sales processes. - 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. Qualifications - Proven track record of consistently meeting or exceeding assigned annual/quarterly goals and targets and consistently ranked top 1-2 on your team. - Sold to large enterprise G2K companies and adept at navigating global, multi-national organizations. - Sold AI, Cloud, or Infrastructure platform oriented products. - Experience in solution and value selling in the enterprise cloud, cloud-native, and AI product spaces. - Correctly estimate qualifying opportunities based on MEDDICC. - Drive to build a business, hunger to find and close deals, and pride in the growth of the business. - Relentless focus on customer success and meeting the needs of present and future customers. - Experience building positive professional relationships with senior IT and business executives. - Clear and articulate written, verbal, online, and in-person communication skills. - Professionalism, polish, attention to detail, and strong follow-up. - A collaborative mindset and willingness to help solve problems outside of your immediate lane. - Fun in your job and enjoy what you do. Requirements - Strong understanding of cloud-native infrastructure, AI solutions, and/or Infrastructure as Code tooling (Terraform, Ansible, Chef). - Significant experience selling disruptive technology into focused markets. Benefits At Upbound, you’ll help shape the systems and strategies that drive predictable, scalable growth in a product-led company embracing usage-based models. If you're excited to build from the ground up, work with cutting-edge cloud technologies, and directly impact how revenue is generated and scaled—this is your seat at the table.

• 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.

• 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.

• 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