Note: The job is a remote job and is open to candidates in USA. RigUp is a source-to-pay solution built for the energy sector, empowering leading energy companies and their suppliers. The Senior Account Executive – Downstream will lead partnerships with customers in the downstream energy sector, develop new relationships, and establish scalable strategies to enhance RigUp's presence in this market.
Responsibilities
- Grow and maintain strategic relationships with existing and prospective downstream customers
- Lead the development and ongoing cultivation of relationships with key stakeholders to generate new business opportunities within utility providers, EPC firms, electrical contractors, distribution operators, and data center organizations
- Support the build-out of RigUp’s downstream sector by identifying market trends, customer needs, operational gaps, and scalable growth opportunities
- Partner with leadership to help define go-to-market strategies, account targeting, and customer engagement approaches for these verticals
- Communicate with customers in a full-service capacity from onboarding through completion of work with a regular cadence via in-person meetings, phone calls, or electronic communication
- Advance customer awareness of all RigUp offerings, including contingent labor, B2B services, and workforce solutions relevant to downstream operations
- Act as a trusted advisor to customers by understanding operational challenges, outage schedules, capital projects, maintenance demands, contractor compliance requirements, and workforce planning needs
- Build and maintain strong relationships with new and existing clients, understanding their operational needs and aligning them with RigUp solutions
- Own portions of the sales cycle, including prospecting, presenting offerings, pipeline management, and supporting negotiations alongside senior sales leaders
- Identify and develop new downstream business opportunities in emerging and existing markets
- Track and report on key sales activities and pipeline updates, contributing to team targets and downstream growth initiatives
- Form partnerships with clients to understand operations, maintenance cycles, turnaround planning, contractor management, safety requirements, and workforce challenges to provide value-added solutions
- Initiate proposals, onboarding requests, and customer implementation exercises and manage them from initiation through maturity
- Assist in developing repeatable processes, documentation, and best practices to support the continued growth of the downstream vertical
- Liaise with Operations on onboarding documentation, customer compliance, payroll, invoicing, contractor management, and collections
- Collaborate cross-functionally to ensure a smooth transition from sales to operations and ongoing client satisfaction
- Partner with Product, Operations, Marketing, and Leadership teams to provide downstream market feedback and influence future solution development
- Support internal education efforts by helping cross-functional teams better understand downstream customer operations and market dynamics
- Stay informed on current and emerging downstream industry trends, market conditions, labor challenges, and best practices
- Make data-driven recommendations to leadership regarding market opportunities, process improvements, and competitive positioning
- Leverage reporting tools and customer insights to improve business intelligence and client engagement strategies
- Provide mentorship and support to other Account Managers and team members by sharing downstream market knowledge, customer insights, and industry expertise
Skills
- A Bachelor's degree in Business, Marketing or related field
- 7 years of deep downstream oil and gas sector experience to identify, qualify, and capture high-value market opportunities, expanding enterprise footprints within complex energy verticals
- Acted as an innovative AI creator, building and deploying custom AI tools and automated workflows to accelerate market research, hyper-personalize client outreach, and optimize sales operations
- Owned the full lifecycle of complex, multi-million dollar RFP/RFI proposals, accurately aligning project scopes, budgets, and timelines with client expectations to boost overall win rates
- Developed and sustained robust, long-term C-suite relationships across downstream utilities, refineries, and enterprise clients, establishing a reputation as a trusted, resourceful partner
- Exercised high autonomy and an entrepreneurial mindset to independently build, manage, and scale a high-velocity B2B sales pipeline from scratch, consistently exceeding revenue quotas
- Applied sharp analytical skills and a structured project management approach to dissect complex market challenges, engineering creative commercial solutions for technical clients
- United cross-functional technical, legal, and operational teams behind complex bidding projects, ensuring seamless communication and flawless execution according to outlined scopes
- Demonstrated exceptional self-discipline and adaptability, working seamlessly from a home office environment while maintaining a rigorous weekly travel schedule to engage clients face-to-face
- Complemented a business education with continuous professional development in advanced project management methodologies and cutting-edge AI technologies to drive modern sales outcomes
- Proven track record in building, scaling, and launching new business lines and customer verticals to capture emerging market segments
- Demonstrated self-starter attitude with an entrepreneurial mindset, viewing operational gaps as strategic opportunities to build solutions from the ground up
- Possesses deep, established relationships within the downstream, refining, petrochemical, and industrial services sectors to drive enterprise growth
- Recognized for mentoring and elevating fellow Account Managers, fostering a culture of professional development and high performance
- Thrives in high-velocity, fast-paced startup environments, maintaining peak productivity amidst rapidly evolving business dynamics
Benefits
- Flexible paid time off for full-time employees
- Medical, dental, and vision insurance
- Telehealth
- 401(k) with company matching contribution
- Flexible remote work support where applicable
- WFH Contribution
- Wellness allowance
- Calm App
- Learning opportunities
- Financial planning support
- Parental leave
- Employee Assistance Program
- Pet Insurance
- Opportunity to earn bonus, commission, and/or equity
- Onsite Gym
Company Overview
RigUp is a provides source-to-pay software, vendor management, and workforce staffing solutions for the energy industry. It was founded in 2014, and is headquartered in Austin, Texas, USA, with a workforce of 501-1000 employees. Its website is https://www.rigup.com.