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).

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.

Upland Software

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