About Upshop:

Upshop is the market leader in AI-Powered, Total Store Operations solutions for the grocery & convenience store markets. We are based in Tampa, FL, with an highly virtual team spread across the US and the UK. We’re an exciting, fast-moving company who, through our commitment to a connected, user-focused platform, helps our retail partners increase operational profitability by right-sizing inventory, reducing shrink, and increasing sales across all departments. Our Total Store Operations suite includes solutions for Fresh Item Management, Computer Assisted Ordering, DSD Management, Task Management, eCommerce Fulfillment Orchestration, and Expiration Date Management. Our reputation as a great partner to our more than 150 customers covering 30,000+ locations, as well as a place of work are industry best.

Overview of the role:

Upshop is looking for a Senior Account Executive to join our growing Revenue team. In this role, you will drive growth of the company’s SaaS solutions, by managing an assigned book of business through the entire sales journey. The ideal candidate is experienced with selling SaaS solutions to regional and enterprise grocers and/or convenience stores and managing both new customer acquisition and collaboration internal cross functional partners to drive new opportunities within existing customer partnerships. This position will report to the SVP of Global Sales.

If you are a true team player who loves to win and wants to make a difference in the day-to-day operations of retailer businesses across the globe, Upshop is the place for you. This company is looking to move fast and cement our place as the industry leading Total Store Operations solution. We are looking for people with a team and people first, winning mentality, and those who are unafraid to challenge the status quo.

Responsibilities: 

• Own, drive, and manage the entire sales process from outbound prospecting through contract negotiation and the close.
• Ensure awareness of Upshop’s Total Store Operations suite, including the unique unlocks of a combined platform and the individual solution benefits.
• Establish new relationships and rapport with C-suite, VP, other key decision makers and influencers across multi-functional roles such as Operations, Merchandising, IT, and eCommerce, across an assigned territory of both net new and existing retail accounts.
• Driving incremental revenue growth of existing customer partnerships through upsell / cross sell opportunities, including development of account strategies and action plans and collaborating with counterparts on the Customer Success team.
• Development of account strategies and deal action plans that outline a clear, milestone-based path to closing key deals and driving account stickiness.
• Organizing and quarterbacking deal teams including the appropriate cross functional partners, such as the SVP of Global Sales, Solutions Consultants, and others as necessary. This includes scheduling and providing materials for internal prep meetings.
• Collaborating with the Marketing team on an account-based marketing plan & developing marketing qualified leads.
• Ensuring a seamless handoff to internal partners such as the Customer Success and Professional Services teams on opportunities that are progressing towards a close.
• Accurate and up-to-date forecasting and reporting on sales pipeline, associated activities, and other key data entry in Salesforce and other internal tracking systems.
• Leverage your skills and your customers’ experience to continually evolve our product and the sales process.

Qualifications:

• 10+ years experience selling enterprise SaaS deals and using key sales enablement tools (i.e. Salesforce, HubSpot, etc.)
• Demonstrated success in being a top 5% performer in previous sales roles
• Self-starter, problem solver mindset that can thrive in a remote work environment.
• Enthusiastic, positive attitude with a desire to help our current and target customers achieve their own growth goals
• Demonstrated desire for continuous learning, improvement, and awareness of retail industry trends
• Strong communication, listening, and presentation skills
• Available for travel as necessary, and likely up to 40% of the time, including attending on-site retailer meetings, tradeshows, and other key industry and company events

Preferred Qualifications:

• Experience selling retail technology solutions to food and beverage retailers.
• Retail operations background and/or experience working directly in food & beverage.
• Bachelor’s degree
• Proficient with sales enablement solutions such as Salesforce, Hubspot, Monday, ZoomInfo, Outreach

Benefits/Perks:

• Remote opportunity
• Competitive salary
• Generous commissions plan with uncapped earning potential
• Employer-matched 401(k) plan
• Flexible vacation policy