Senior Account Executive

RigUp is the source-to-pay solution built for energy. By combining purpose-built software with expert teams, we empower the world’s leading energy companies and their suppliers to work better, together. 

Learn more about how RigUp is equipping everyone in the energy ecosystem to operate with greater speed and efficiency at rigup.com

RigUp is seeking a Senior Account Executive to drive the expansion of our Capital Management solution within the Upstream and Midstream oil and gas sectors. In this high-impact role, you'll own the full sales cycle—from identifying and prospecting new opportunities to building strategic relationships within our existing customer base and closing enterprise deals. As a key member of our sales team, you'll be instrumental in positioning RigUp as the leading technology and solution partner for oil and gas companies seeking to transform their field operations, procurement, and vendor management processes.

Our ideal candidate is a proven enterprise software or services sales professional with deep roots in the oil and gas industry, a hunter mentality, and the ability to navigate complex, multi-stakeholder sales cycles. This role will be exempt.

Why Join Us?

RigUp's Sales team is on a mission to revolutionize how energy companies manage their capital projects, vendors, and operational workflows. We're passionate about bringing innovative solutions to an industry we know inside and out. If you thrive in a dynamic environment, excel at building executive relationships, have a deep understanding of the oil and gas landscape, and are energized by solving complex business challenges, we want to hear from you!

What You'll Be Doing:

Strategic Sales & Revenue Generation

• Develop and execute strategic territory and account plans to achieve and exceed quarterly and annual sales targets within the Upstream and Midstream oil and gas sectors
• Build and manage a robust pipeline from the ground up by identifying, pursuing, and closing new business opportunities with enterprise energy companies
• Lead end-to-end sales cycles for RigUp's Capital Management solution and complementary offerings, including prospecting, qualification, solution selling, negotiation, and closing
• Conduct in-depth discovery to understand prospect pain points, current workflows, and business requirements around vendor management, capital projects, invoicing, and supply chain operations
• Employ consultative, solution-based selling techniques to articulate RigUp's unique value proposition and demonstrate how our platform solves critical operational challenges

Relationship Building & Account Development

• Create new opportunities for RigUp Capital Management by prospecting into new accounts and networking with warm leads
• Cultivate strong, trust-based relationships with key stakeholders, decision-makers, and C-level executives at target accounts
• Network extensively within the oil and gas community, including attending industry events, conferences, and building relationships with industry influencers
• Obtain referrals and leverage customer success stories to accelerate new business development
• Partner closely with Customer Success, Supply Chain, Product, and Engineering teams to ensure seamless handoffs and communicate customer goals, pain points, and requirements
• Coordinate with Legal teams to navigate complex procurement processes, master service agreements, and vendor requirements common in the energy sector

Market Intelligence & Thought Leadership

• Maintain deep knowledge of the oil and gas industry, including market trends, regulatory changes, competitive landscape, and emerging operational challenges
• Position RigUp as an industry leader by effectively communicating our differentiation against competitors and alternative solutions
• Synthesize market feedback and customer insights to help inform Product roadmap priorities and commercial strategy
• Understand and navigate the unique compliance, safety, and procurement requirements of energy companies

Sales Operations & Reporting

• Maintain accurate and up-to-date pipeline forecasts and opportunity management within Salesforce.com
• Provide sales leadership with regular reports on sales activities, pipeline health, competitive insights, and market trends
• Ensure all leads, opportunities, and account information are accurately documented and managed in CRM systems

Experience and Education Requirements:

Required:

• 8+ years of proven success in enterprise software or professional services sales, with a focus on selling into Upstream and/or Midstream oil and gas companies
• Demonstrated track record of consistently meeting or exceeding quota in a field-based, strategic sales role
• Proven track record of selling high-value solutions, with deal sizes typically ranging from $500K to $5M+
• Deep understanding of the oil and gas industry, including operational workflows, organizational structures, and key stakeholders involved in technology purchasing decisions
• A network of industry contacts and experience selling to senior-level decision-makers (C-suite, VP level)
• Proven ability to manage complex, multi-stakeholder sales cycles
• Experience with full-cycle sales, including self-generated prospecting, relationship building, solution selling, and closing
• Self-motivated with a desire to drive results in a fast-paced, dynamic environment
• Proficiency with CRM systems (Salesforce.com preferred) and sales enablement tools
• Must be based in Houston, TX or Midland, TX with the ability to travel regularly within your territory
• Comfortable visiting customer sites, including oil and gas facilities, field operations, and offices as needed
• Undergraduate degree in Business, Engineering, Operations, or a related field, or commensurate professional experience

Preferred But Not Required:

• Experience selling SaaS platforms, vendor management systems, procurement solutions, or ERP software to the energy sector
• Background in energy operations, supply chain, procurement, or capital projects prior to transitioning to sales
• Experience navigating complex procurement processes, RFPs, and vendor qualification requirements specific to oil and gas
• Track record of success in building territories from the ground up or expanding into new market segments
• Experience working with channel partners, systems integrators, or consulting firms to drive deal flow

Essential Job Functions:

• Regular, on-time attendance
• Ability to travel within your designated territory and to industry events
• Ability to communicate effectively in person, via phone, email, and video conferencing platforms
• Ability to use office equipment such as a computer, copier, and telephone
• Ability to use office computer programs such as e-mail, Google Docs, Microsoft Word, PowerPoint, Excel, and Salesforce.com
• Ability to attend customer sites, including oil and gas facilities, offices, and industry events as needed
• Occasionally work in outdoor weather conditions
• Occasionally traverse uneven surfaces
• Occasionally remain in a stationary position, often standing or sitting for prolonged periods during meetings, presentations, and travel

More than a job:

Between now and 2050, global energy demand is forecasted to rise nearly 50%, which is a staggering number. With every step forward - AI, electrification, you name it - that bar may still get higher. RigUp is uniquely positioned to empower the biggest industry in the world to work smarter - and move faster - in the race to rise to this challenge. The world depends on it.

We recognize that making an impact matters to you and we believe in providing an environment that fosters your growth. We use data to drive our decisions and improve the experience of the workers and clients we serve. With mutual respect for each other, we continually collaborate to find the best solution.

We support you with:

For eligible roles:

• 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

RigUp is committed to providing an environment where all people feel belonging, mutual respect, and the freedom to be their authentic selves. We welcome applicants of all gender identity and expression, sexual orientation, neurodiversity, educational background, religion, ethnicity, disability, age, veteran status, and citizenship. We’d love to learn what you can add to our team.

Who we are:

What began as a workforce management platform for Oil & Gas has since grown to serve the biggest companies in energy across both workforce and vendor management, absorbing much of the supply chain complexity these energy companies face and making it easier, faster, and safer to get work done. To date, RigUp has raised over $750M in funding from Founders Fund, Andreessen Horowitz, Bedrock Capital, Brookfield, and Baillie Gifford, along with others, and will continue to use these investments for strategic growth. 

We’d love to share more through the interview process and look forward to learning more about your journey.