Account Executive — Full Cycle, SMB SaaS

Account Executive — Full Cycle, SMB SaaS

Industry: Marketing Technology / SaaS / E-Commerce

Work Arrangement: Fully Remote

Job Type: Full-time, 40 hours/week, Monday–Friday

Core Hours: 9 AM – 5 PM EST

Locations: LATAM & South Africa

About Upstack Data

Upstack Data is a bootstrapped, profitable B2B SaaS platform providing customer identity resolution, server-side tracking, and marketing attribution for DTC and Shopify brands. We help merchants understand which ads, channels, and campaigns actually drive revenue. We operate month-to-month with no annual contracts. Most sales cycles close in 1–3 weeks.

Role Overview

We're hiring our first dedicated Account Executive. This is a full-cycle role — you'll manage a mix of inbound leads, active free trials, and outbound prospecting, with the balance shifting toward outbound as you ramp. You'll sell to US-based DTC founders, marketing leads, and CMOs at Shopify brands.

We already have active deal flow — this isn't a cold start. You'll inherit existing pipeline from day one while building your own outbound motion on top of it. This role works directly with the CEO and is ideal for candidates who thrive in high-accountability, high-autonomy environments.

Core Responsibilities

Sales Execution & Deal Closing — 40%

• Own the full sales cycle from first conversation through close for inbound leads, free trial conversions, and outbound prospects
• Conduct discovery calls to understand the prospect's marketing stack and attribution pain points
• Deliver tailored product demos — not generic walkthroughs
• Nurture active free trial users through check-ins and guide them to paid conversion
• Handle pricing conversations, competitive objections, and procurement questions

Prospecting & Pipeline Generation — 25%

• Research and identify DTC/Shopify brands that fit our ICP
• Build and execute outbound sequences across email, LinkedIn, and other channels
• Qualify inbound leads for fit, urgency, and buying intent
• Maintain 3x pipeline coverage against monthly quota

Pipeline & CRM Management — 15%

• Maintain accurate, real-time pipeline data in CRM
• Monitor conversion rates, deal velocity, and pipeline health
• Forecast weekly with the CEO

Client Handoff & Collaboration — 20%

• Execute clean handoffs to Customer Success post-close with full deal context
• Share competitive intel and customer insights to inform product and positioning
• Contribute to the sales playbook: outbound templates, demo scripts, objection-handling frameworks

Requirements

Must-Haves

• 3–5+ years in a closing role (Account Executive or equivalent) in B2B SaaS
• Proven experience owning the full sales cycle with US-based clients
• Track record of meeting or exceeding quota in a transactional SaaS environment
• Experience building your own pipeline through outbound prospecting
• Excellent spoken and written English with clear, professional communication
• Strong exposure to US business culture
• Familiarity with CRM tools and disciplined pipeline management
• Self-starter who thrives remotely without direct management oversight

Strongly Preferred

• Experience selling into DTC, e-commerce, or the Shopify ecosystem
• Familiarity with marketing attribution, tracking pixels, or Meta/Google Ads
• Experience with competitive displacement sales (replacing an incumbent tool)
• Prior experience as an early sales hire at a bootstrapped or growth-stage company
• Training in a recognized sales methodology (SPIN, Challenger, Sandler, MEDDIC)

Tools

Required: CRM (HubSpot preferred), email sequencing tools (Apollo, Instantly, or equivalent), LinkedIn Sales Navigator, video conferencing (Zoom/Google Meet), Google Workspace

Preferred: Slack, Loom, Shopify admin familiarity

Compensation

Base: $2,200–$3,000 USD/month

Commission: 30% of first-month MRR per closed deal, paid 50% at close and 50% at month 4 (customer must be active). Accelerators kick in above quota.

Quota: 30 new deals / $15,000 new MRR per month, with a 3-month ramp at 50%.

OTE: ~$60,000–$70,000 USD/year at quota. Uncapped above quota.

Benefits

• Uncapped commission with accelerators
• Fully remote, permanently
• 2 weeks PTO
• Year end bonus