Account Executive - New Customer Acquisition

Responsibilities

• Own the full sales cycle from prospecting to close, with a primary focus on new logo acquisition in non-grocery food retail and foodservice segments
• Identify, qualify, and engage bakeries, central kitchens, butchers, commissaries, and specialty food operators with complex production and inventory needs
• Develop a deep understanding of customer workflows, production challenges, labor constraints, and waste drivers—and connect those needs to Upshop's platform capabilities
• Execute a consultative sales approach, guiding prospects through discovery, solution alignment, and value articulation
• Build and manage a healthy pipeline through outbound prospecting, inbound leads, and strategic targeting
• Partner cross-functionally with Customer Success, Product, and Implementation teams to ensure smooth handoffs and realistic expectations
• Conduct competitive and market analysis to refine messaging and positioning in emerging food retail segments
• Contribute to go-to-market strategy, use-case development, and sales enablement as Upshop expands into new verticals

Qualifications

• Proven experience in B2B SaaS sales, ideally within retail technology, foodservice technology, or operations-focused software
• Demonstrated success in new logo acquisition and building pipeline in emerging or under-penetrated markets
• Experience selling into food production, fresh operations, or multi-site operators (bakeries, kitchens, specialty food, etc.) is strongly preferred
• Strong consultative selling skills with the ability to engage operational and executive stakeholders
• Comfortable navigating complex, multi-stakeholder sales cycles
• Proficiency with Salesforce CRM and modern sales methodologies
• Excellent communication, discovery, and presentation skills
• Bachelor's degree or equivalent experience
• Willingness to travel 30–40% to meet with prospects and customers