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RigUp crafts software and services that streamline field operations - from sourcing all the way to payments.
The Role
Lead sales and sector development for RigUp's downstream energy verticals by building strategic customer relationships, owning parts of the sales cycle, identifying market opportunities, collaborating cross-functionally, and mentoring team members while supporting onboarding, proposals, and scalable go-to-market processes.
Summary Generated by Built In
The Senior Account Executive - Downstream is responsible for leading partnerships with current and prospective customers to sell RigUp solutions across the downstream energy sector, including LNG, refining, petrochemical, terminal, pipeline, and related industrial operations. This role will play a critical part in building and expanding RigUp's downstream presence by developing new customer relationships, identifying market opportunities, and helping establish scalable processes and strategies for this growing sector.
This position collaborates closely with internal partners to understand all products RigUp offers, enhancements being developed, and shares insights gained from customers to help position RigUp as a strategic workforce and services partner within the downstream market. The Senior Account Executive serves as a subject matter expert in downstream operations and supports broader business development efforts while mentoring others on the team.
What you'll be doing:
Relationship Management & Sector Development
Relationship Development & Business Growth
Internal Partnerships
Industry Trends & Mentorship
"Should have" Experience and/or Education:
"Nice to Have" Experience and/or Education:
This position collaborates closely with internal partners to understand all products RigUp offers, enhancements being developed, and shares insights gained from customers to help position RigUp as a strategic workforce and services partner within the downstream market. The Senior Account Executive serves as a subject matter expert in downstream operations and supports broader business development efforts while mentoring others on the team.
What you'll be doing:
Relationship Management & Sector Development
- 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
Relationship Development & Business Growth
- 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
Internal Partnerships
- 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
Industry Trends & Mentorship
- 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
"Should have" Experience and/or Education:
- 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
"Nice to Have" Experience and/or Education:
- 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
Skills Required
- Bachelor's degree in Business, Marketing, or related field
- 7 years of downstream oil and gas sector experience
- Experience building and deploying custom AI tools and automated workflows for market research and sales automation
- Owned full lifecycle of complex, multi-million dollar RFP/RFI proposals
- Established long-term C-suite relationships within downstream utilities, refineries, or enterprise clients
- Proven ability to build and scale a high-velocity B2B sales pipeline and exceed revenue quotas
- Strong analytical skills and structured project management approach
- Experience uniting cross-functional technical, legal, and operational teams on complex bids
- Ability to work from a home office and maintain a rigorous weekly travel schedule for client engagement
- Continuous professional development in advanced project management methodologies and AI technologies
- Proven track record launching new business lines and capturing emerging market segments
- Deep, established relationships within downstream, refining, petrochemical, and industrial services sectors
- Recognized for mentoring and elevating fellow Account Managers
- Thrives in high-velocity, fast-paced startup environments
What the Team is Saying
Logan
Recruiting Lead, Oil & Gas
Ravanpreet
Senior Manager, Engineering
Chandhini
Principal Product Manager
Chanel
Workforce Operations Program Specialist
Lizz
Director, User Research
Rae
Senior Manager, Data Analytics
Luisa
Specialist, Workforce Operations
Collin
Manager, Workforce Operations
Ryan
Software Engineering Intern
Meagan
Senior Director, Sales Operations
Chase
Deputy General Counsel, Corporate & M&A
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Vince
Senior Product Manager
Mandi
Lead, Client Operations
Jennifer
Senior Benefit Specialist
Regina
Manager, Supply Chain
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RigUp Compensation & Benefits Highlights
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Healthcare Strength — Health coverage is described as comprehensive from day one, including medical, dental, and vision. Feedback suggests mental‑health resources, a wellness stipend, and pet insurance further strengthen the package.
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Leave & Time Off Breadth — Time away is framed as flexible or unlimited PTO for full‑time employees. Feedback suggests this is a prominent element of the offering.
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Parental & Family Support — Parental leave is highlighted as generous, with language up to 14 weeks and family supports like a Mother’s Room and fertility benefits. These elements position family support as a notable component of the total package.
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The Company
What We Do
We offer a source to pay solution designed for the energy sector. It streamlines the entire process from finding suppliers to issuing payments. Our goal is to strengthen alignment between field workers and corporate offices.
Why Work With Us
RigUp ensures every employee has opportunity to learn and grow. Our team is innovative and nimble, and when a challenge presents itself, we work diligently to find game-changing solutions. We foster a fun, transparent, and collaborative environment— work is better when you enjoy what you do.
Gallery
RigUp Offices
Hybrid Workspace
Employees engage in a combination of remote and on-site work.
Typical time on-site:
3 days a week
