Account Executive, SMB (Restaurant)

About the role

Upside transforms brick-and-mortar commerce by applying the sophistication of online retail — profit measurement, attribution, and incrementality — to give users more value on everyday purchases and give brick-and-mortar businesses new, profitable customers. Millions of users earn 2–3× more cashback than any other product, and hundreds of thousands of businesses earn measurable profit. Billions of dollars in commerce run through the Upside platform each year, with value flowing back to retailer partners, consumers, and sustainability initiatives.

We are seeking an SMB Account Executive to be the founding member of our new SMB Channel Sales team. You will grow Upside's merchant footprint by acquiring and onboarding small and medium-sized restaurant businesses through strategic channel partners — including franchisors, POS companies, payment processors/acquirers, Value Added Resellers (VARs), and Independent Sales Organizations (ISOs). You will own primary responsibility for acquiring SMB merchants through these new partner channels. As the first hire, you will help define the playbook for how Upside acquires SMB merchants through channel partners.

Responsibilities

• Build, manage, and close SMB pipeline through partner channels.
• Acquire and onboard SMB merchants — including franchisees of national restaurant brands — sourced through partner channels, inbound leads, and cold outreach.
• Ensure on-time, in-full delivery of partnership deal terms.
• Establish and monitor performance metrics to ensure commitments are met.
• Design and execute market-specific campaigns to drive merchant acquisition within targeted geographies or partner networks.
• Manage a high-velocity pipeline of inbound SMB leads, ensuring timely follow-up and strong conversion from lead to live merchant.
• Conduct proactive cold outreach to SMB merchants and franchisees to supplement partner-sourced and inbound pipeline.
• Guide merchants through onboarding to ensure fast time-to-launch and a strong first experience with Upside.
• Track and report on channel performance (lead volume, conversion, time-to-onboard) to identify what's working and where to double down.
• Establish repeatable processes and best practices as the team's first hire — building the foundation this team scales on.

Requirements

• 2+ years of experience in SMB sales, channel sales, or partner-driven business development — restaurant sales experience preferred.
• Track record of managing high-volume, high-velocity sales pipelines with strong lead-to-close conversion.
• Comfort with both inbound lead management and proactive outbound/cold outreach.
• Data fluency — ability to track performance metrics, spot trends in what's converting, and use that insight to prioritize time.
• Self-starter energy and comfort with ambiguity, given this is a newly created role and team.
• Ability to travel (~10% for quarterly partner reviews).

Location

This hybrid role is based in our Austin office. In-office attendance is required on Monday, Tuesday, and Thursday and may increase based on project-based needs and changes to Upside's in-office policy over time.

Pay

The U.S. base salary range for this full-time position is $99,000 – $113,000 + commissions + equity + benefits. Final starting pay will be determined based on job-related skills, experience, qualifications, work location, and market conditions.

Benefits

• Medical, dental, and vision coverage starting on Day 1
• Equity (ISOs)
• 401(k) program
• Family planning programs + paid parental leave
• Physical fitness and wellness memberships
• Emotional and mental health support programs
• Unlimited PTO + 10 paid federal holidays + annual week-long Winter Break
• Flexible work environment
• Lunch reimbursement for in-office employees
• Employee Resource Groups
• Learning and Development stipend
• Transparent culture

Diversity and Inclusion

Diversity drives innovation, and our differences make us stronger. We're passionate about building a workplace that represents a variety of backgrounds, skills, and perspectives, and we do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. Everyone is welcome here. If there's anything we can do to support a disability or special need during your application or interview process, please email accommodations@upside.com (for accessibility accommodations only, not for job applications).