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
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
- 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
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.
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