Upstream Tech

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Account Executive, Lens

  • Sales & Marketing
  • Full-time
  • US
  • Remote


Upstream Tech builds software products that accelerate the pace, scale, and impact of environmental work around the globe. We are looking for a talented team member to expand the reach and impact of Lens, a remote monitoring platform used by hundreds of organizations to oversee and analyze conservation projects on 70+ million acres around the world. Our customers include The Nature Conservancy, the US Forest Service, and many more.

We are seeking a seasoned sales team member to help us grow into new markets and expand our footprint in existing markets which include conservation, forestry/forest carbon, and government. This team member will help scope and execute our go-to-market strategy to reach new types of customers, setting us up for high-volume sales over time. We are growing in a lot of new directions, and we could see a particularly strong fit for candidates with experience working with energy utilities, corporate social responsibility teams, or international governments.

The right candidate is driven by our mission, has enterprise-level sales or account management experience, has an understanding of environmental and/or geospatial issues, and demonstrates excellent independent work ethic and a desire to work closely with a driven, remote team. We expect this to be a Manager or Senior Manager-level position. This person will report to the Lens Director of Growth & Partnerships.


  • Lead sales opportunities and relationship development with customers in existing and expansion markets, to ensure our team meets or exceeds our annual and quarterly sales targets

  • Build strong customer relationships to support retention and expansion, often with larger enterprise opportunities

  • Together with the Director of Sales, execute go-to-market strategy in expansion markets or with new product offerings

  • Track expansion market industry trends and provide regular feedback and input to both the product and commercial teams to inform product development and financial forecasts

  • Coordinate with our marketing team to develop content and advise on strategy in order to support outbound sales processes and increase quality inbound leads

  • Some travel to conferences and sales meetings. Most presentations will be remote video presentations and phone meetings.

Preferred Qualifications

  • Undergraduate degree in a relevant field (e.g., business, environmental management, data science, engineering, energy); master’s degree preferred

  • 3-7 years sales or account management experience, ideally with a SaaS product; experience closing large, complex deals, all the way through contracting

  • Industry knowledge, connections and experience in geospatial and/or environmental issues, energy utilities, corporate social responsibility

  • Experience with and comfort working with technology applications

  • Must have US work authorization and work in a continental US time zone

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 pragmatic and want to get things done without sacrificing quality.

  • You're humble, empathetic, and understand that giving and receiving honest direct feedback helps everyone to grow.

  • You’re a great communicator, and can stay organized and manage your own time.

  • You’re excited to work in a remote-first environment.

If you’re passionate about climate and environmental issues, we encourage you to apply if you don’t meet every qualification.

Compensation & Benefits

Starting pay for the successful applicant will depend on a variety of job-related factors, which may include job-related knowledge, skills, and experience, market location, business needs, other compensation components, and/or market demands. The starting base salary range for this role is expected to be in the range of $75,000 - $100,000. Additionally, this role has commission based on individual and team performance, and we offer equity to new employees.

We are proud to offer great benefits like 4 weeks of paid vacation and trans-inclusive health insurance plans (along with dental, vision and life insurance). We want our team to live full lives outside of work.


Remote. We conduct business using technologies like Slack and video conferencing. We do an annual in-person trip to work, bond, and celebrate our successes.

Travel. We are looking for someone with flexibility to travel for meetings and conferences on an as-needed basis.

US work authorization is required.

How to Apply

If interested, please provide your resume detailing your experience as well as a cover letter at Applications will be reviewed on a rolling basis.

Upstream Tech is committed to building, supporting, and growing a diverse team. We have a standardized interview process designed to reduce individual bias, and have structured pay scales to prevent inequity. We don’t discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

Remote restrictions

  • Workday must overlap by at least 5 hours with Denver, CO, USA