Opportunity

Upstream Tech builds software for making decisions about the planet. We are looking for a talented team member to expand the reach and impact of Lens, a global remote monitoring platform offered as a SaaS product.

Upstream Tech has significant market momentum and is backed by Hull Street Energy, ENGIE New Ventures, Japan Energy Fund, Breakthrough Energy Ventures, and more. We are currently working with hundreds of industry-leading customers and are looking to land more new logos and grow our work with existing customers—particularly as we expand Lens into new and emerging markets, use cases, and emerging applications for AI.

We are seeking a highly driven, results-oriented sales professional with a strong bias toward action and a high degree of intellectual capacity and self-awareness to help grow Lens’ customer and revenue base with primarily North American customers.

This role requires someone who can aggressively pursue new business, clearly prioritize the highest-value opportunities, and focus time and energy on the deals most likely to drive meaningful revenue. Given the breadth of our market—from off-the-shelf SaaS offerings to complex Enterprise engagements—the ideal candidate can quickly distinguish between transactional and high-impact opportunities and consistently prioritize toward the latter.

The right candidate is driven by our mission, has SaaS sales experience, has experience prospecting into and closing enterprise business, and has an understanding of land conservation, government sales, and natural resource management use cases. They should demonstrate excellent independent work ethic, strong attention to detail, and a desire to work closely with a driven, geographically diverse, remote-first team.

Role

As an Account Executive, you will own a book of business focused on our core North American government and conservation markets, as well as new and developing markets and use cases. Your mission will involve harnessing your expertise in relationship building, communications, and natural resource management to foster strategic connections and contribute to our rapid expansion. We are open to strong candidates at different stages of career progression.

Responsibilities

Lead the end-to-end sales process with urgency and ownership, from outbound prospecting and qualification through close. Proactively drive deals forward, navigate obstacles, and maintain momentum across a portfolio of opportunities.

Aggressively develop and close net-new logo opportunities while expanding high-potential existing accounts.
Rigorously qualify and prioritize opportunities, focusing effort on the highest-value deals while efficiently progressing or disqualifying lower-impact leads.
Develop and own net-new logo opportunities and early expansion opportunities.
Conduct compelling product demonstrations and build clear, data-driven business cases for prospects and qualified leads.
Maintain exceptional sales hygiene and operational discipline: ensure all deal activity, next steps, stakeholder context, and forecasting data are consistently accurate, up-to-date, and reliable within our CRM (HubSpot).
Represent Upstream Tech at conferences and industry events; most presentations will be conducted via remote video meetings and phone calls.
Collaborate closely with sales leadership, customer success, marketing, operations, product, and project management teams to ensure successful client engagement.

Preferred Qualifications

Undergraduate degree in a relevant field.
Proven sales experience: 3+ years of experience in a quota-carrying sales role, ideally selling SaaS products and/or to government agencies.
Industry knowledge, connections, or experience in one or more of the following:
- Land conservation / land trusts
- Natural resource management agencies
- Private-sector land management
- Satellite imagery / remote sensing
Experience selling into government agencies or similarly complex, regulated organizations, including navigating procurement processes, multi-stakeholder environments, and long sales cycles. Direct experience closing deals with U.S. federal, state, or provincial agencies is preferred.
Track record managing sales into complex organizations end-to-end.
Comfort working with technology applications and data-driven products.
Work location: United States (preferred) or Canada.
US work authorization.

You’d Be a Good Fit If

You want to work at a growing, impact-focused company. We measure our success with a triple bottom line and put our principles before profits.
You’re a self-starter and can make a plan and execute against it.
You are exceptionally detail-oriented and take pride in maintaining clean, accurate records and reliable forecasts—your CRM always reflects reality.
You’re pragmatic and want to get things done without sacrificing quality.
You’re humble, empathetic, and believe giving and receiving honest, direct feedback helps everyone grow.
You’re a strong communicator, highly organized, and able to manage your own time.
You’re excited to work in a remote-first environment with teammates across geographies.

If you’re passionate about land conservation, climate, and remote sensing, we encourage you to apply even if you don’t meet every qualification.

Compensation

Starting pay for the successful applicant will depend on a variety of job-related factors, which may include job-related knowledge, skills, experience, market location, business needs, and other compensation components. This range may be modified in the future.

The starting On-Target Earnings for this role is $150,000 - $225,000, with an uncapped commission structure. In addition to competitive salaries and commission, we offer equity to new employees.

We are proud to offer great benefits, including 4 weeks of paid vacation + week-long winter holiday office closure, health insurance plans, dental, vision, and life insurance. We want our team to live full lives outside of work.

Location & Travel

Remote. We conduct business using tools such as Slack and video conferencing, and we host an annual in-person trip to work together, bond, and celebrate our successes.

Travel. This role requires flexibility to travel for customer meetings and conferences on an as-needed basis, generally 1-2x/month.

Upstream Tech

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Account Executive, North America - Lens