Mid-Market Account Executive - N.A [REMOTE]
About the role
Upbound is redefining how modern infrastructure is built for the Agentic AI Era. We're the creators and primary maintainers of Crossplane, and we're building the Intelligent Control Plane—a new platform layer that makes infrastructure programmable, autonomous, and composable.
Our mission is to power the AI-native enterprise with a foundational platform layer that helps teams provision, operate, and adapt infrastructure at scale—so platforms are ready for both humans and AI agents. We partner with leading cloud providers, ISVs, and open-source communities to help organizations move faster with greater confidence.
Today, Upbound supports Fortune 500 companies and platform engineers across 100+ countries. Crossplane has surpassed 100M+ downloads and is used by 1,000+ teams worldwide. We're a Series B company backed by GV (formerly Google Ventures), Altimeter Capital, and Intel Capital, and we've raised $69M to date.
Role Overview
The Mid-Market Account Executive - North America role is an outside sales position responsible for developing, managing, and closing business within commercial and mid-market accounts 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 using Upbound's control plane technology. This position will require you to develop a strong understanding of the challenges commercial customers face as they scale infrastructure and platform engineering practices, helping them achieve meaningful business outcomes through Upbound's solutions.
This role reports directly to Upbound's VP of Sales, and you will work cross-functionally with Product, Marketing, Sales Development, and Customer Success to build strong customer relationships and drive both pre-sales and post-sales success.
In this role, you will:
- 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.