About upstream

Headquartered in Canberra, Australia, we've grown into a global force in technology services. As a Platinum monday.com Partner (3x APAC Partner of the Year), a Diamond HubSpot Partner, and a proud member of the Apple Consultant Network, we collaborate with top-tier cloud software providers to deliver exceptional solutions to businesses worldwide.

We bring people together energetic, honest, high achievers who challenge the norm and believe in making the impossible possible. Collaboration, curiosity and integrity fuel the way we work. From corporate to community, we deliver quality products and services - whatever is needed. Backed by smart systems, bold thinking, and the right people in the right roles.

With a distributed team across Australia, India, and the APAC region, we've championed remote work since 2015, cultivating a culture that values inclusivity, support, and a healthy work-life balance.

Role Overview 

The Account Executive will be responsible for driving revenue growth through a combination of new business acquisitions and expansions within our existing customer portfolio. 

This is a hybrid sales role with a 60% focus on new business development and 40% focus on growing existing accounts within our monday.com customer portfolio, primarily across small to lower mid-market organisations. 

For new business opportunities, the Account Executive will scope and sell professional services, software licences across monday.com, and related solutions. In addition to acquiring new customers, the role will partner closely with Customer Success Managers (CSMs) to identify and close expansion opportunities within the existing customer base. 

Success in this role requires strong commercial acumen, consultative selling skills, and the ability to manage both new client acquisition and account growth opportunities simultaneously. 

Key Responsibilities 

Drive New Business Acquisition 

• Prospect and acquire new business: Identify and engage potential clients through strategic outreach including cold calling, targeted email campaigns, networking, and partner referrals. Build and manage a strong pipeline of new opportunities across monday.com, HubSpot, and marketing services. 
• Develop and qualify opportunities: Conduct discovery sessions to understand client challenges, operational workflows, and growth goals. Qualify opportunities and position solutions that align with their business objectives. 
• Scope and propose tailored solutions: Develop customised proposals that combine software licensing and professional services. Clearly articulate value, ROI, and business outcomes to stakeholders. 
• Negotiate and close deals: Lead commercial negotiations and manage the deal process from proposal through to contract execution, ensuring deals align with business targets and client expectations. 

Expand Existing Customer Accounts 

• Grow the monday.com customer portfolio: Work with Customer Success Managers to identify expansion opportunities within the existing monday.com customer base, particularly within small and lower mid-market accounts. 
• Upsell and cross-sell solutions: Identify opportunities to expand usage through additional licences, automation enhancements, integrations, and professional services. 
• Manage licence upgrades and renewals: Support the licence lifecycle including upgrades, renewals, and optimisation conversations to ensure customers are on the right plans for their evolving needs. 
• Participate in account strategy sessions: Collaborate with CSMs to review account health, identify growth opportunities, and develop strategies to increase customer value and retention. 

Client Relationship Management 

• Manage and nurture client relationships: Act as a trusted commercial partner for customers, maintaining strong relationships, and ensuring a positive experience throughout the sales and expansion process. 
• Handle commercial discussions and escalations: Coordinate with delivery, support, and customer success teams to resolve issues and ensure commitments are met. 
• Drive recurring revenue growth: Identify opportunities for long-term partnerships by proactively recommending additional services and improvements. 

Sales Process & Internal Collaboration 

• Manage the full sales cycle: Follow a structured sales process from lead generation to deal closure, ensuring consistent qualification, discovery, proposal development, and follow-up. 
• Maintain CRM accuracy: Ensure all sales activities, deal stages, and customer interactions are accurately recorded in CRM. 
• Collaborate cross-functionally: Work closely with Customer Success, Marketing, Professional Services, and Sales leadership to ensure alignment across the customer lifecycle. 
• Contribute to sales process improvement: Provide feedback and insights to leadership on market trends, client needs, and improvements to the sales process. 

Product & Industry Knowledge 

Stay informed on product and industry developments: Maintain up-to-date knowledge of monday.com, and relevant SaaS and digital marketing trends to effectively position solutions and provide informed guidance to clients. 

Skills & Qualifications 

• Proven experience in sales, account management, or business development, ideally within B2B SaaS, technology consulting, or professional services. 
• Experience managing both new business acquisition and account expansion. 
• Strong consultative selling and negotiation skills. 
• Ability to manage multiple opportunities and accounts simultaneously. 
• Excellent interpersonal and communication skills. 
• Strong commercial and analytical mindset. 
• Comfortable working within a modern SaaS tech stack, including cloud-based CRM, task management, and video conferencing productivity suites. 

KPIs 

• Achieve monthly new business and expansion revenue targets (tracked in CRM). 
• Build and maintain a healthy sales pipeline to support predictable revenue growth. 
• Drive upsell and expansion revenue within the existing monday.com customer portfolio. 
• Collaborate effectively with Customer Success and internal teams to retain and grow customer accounts.