Key Facts

Remote From:

Full time

Hard Skills

Enterprise Sales Consultative Selling Executive Relationship Management Strategic Management Cross-Functional Collaboration Cross-Selling Business Analysis Contract Management Account Management Stakeholder Communications Value Engineering Microsoft Dynamics CRM Pipeline Planning Zendesk Social Influences

Other Skills

•
Forecasting
•
Communication
•
Teamwork
•
Strategic Thinking
•
Relationship Building

Roles & Responsibilities

10+ years in enterprise SaaS sales or account management, with a focus on strategic/enterprise clients.
Experience in grocery, retail, or fresh food technology preferred.
Proficiency in Salesforce CRM, pipeline management, and forecasting best practices.
Bachelor’s degree in Business, Marketing, or related field.

Requirements:

Strategic Growth: Build and execute account plans to expand solution adoption and increase share of wallet within existing clients.
Value Delivery: Partner with clients to translate Upshop’s data, technology, and insights into tangible business outcomes.
Executive Relationship Management: Engage and influence C-suite and senior stakeholders with a consultative approach.
Solution ROI Selling: Align Upshop’s SaaS solutions with client objectives; articulate business impact and ROI.

Job description

About Upshop:

Upshop is the market leader in Total Store Operations solutions for the Grocery and C-Store markets. We offer an AI-powered, SaaS platform connecting Fresh, Center, eCommerce, and DSD department operations to deliver a simplified, smarter, more connected store experience. Customers running Upshop realize significant improvements in sales, shrink, food safety and sustainability across the entire store. 450+ retail chain accounts trust our software in over 55k+ stores, 35 countries, and 3 continents.

Overview of the Role:

The Account Executive at Upshop will drive revenue growth and strategic expansion within key enterprise grocery and retail accounts. This role blends strategic account management, executive-level engagement, and solution-oriented selling to ensure clients derive measurable value from the Upshop platform. Success hinges on the ability to link Upshop’s technology to business outcomes, foster deep partnerships, and navigate complex client organizations.

Key Responsibilities:

Strategic Growth: Build and execute account plans to expand solution adoption and increase share of wallet within existing clients.
Value Delivery: Partner with clients to translate Upshop’s data, technology, and insights into tangible business outcomes.
Executive Relationship Management: Engage and influence C-suite and senior stakeholders with a consultative approach.
Solution & ROI Selling: Align Upshop’s SaaS solutions with client objectives; articulate business impact and ROI.
Cross-Selling/Upselling: Identify and close opportunities to introduce complementary solutions across product lines.
Forecasting & Reporting: Maintain visibility into account activity, pipeline health, and forecasts using Salesforce.
Collaboration: Partner cross-functionally with product, marketing, implementation, and customer success teams.
Contract Management: Lead renewals and expansion negotiations to ensure long-term partnership success.

Qualifications

10+ years in enterprise SaaS sales or account management, with a focus on strategic/enterprise clients.
Demonstrated success in growing complex, multi-stakeholder accounts.
Experience in grocery, retail, or fresh food technology preferred.
Skilled in consultative selling, business case development, and executive engagement.
Proficiency in Salesforce CRM, pipeline management, and forecasting best practices.
Strong communicator, strategic thinker, and collaborative operator.
Bachelor’s degree in Business, Marketing, or related field.

Preferred:

Experience in retail or grocery tech environments, including warehousing or supply chain.
Exposure to high-growth SaaS environments.
Familiarity with CRM tools (Salesforce, ZenDesk).

Benefits/Perks: