Account Executive - New Customer Acquisition

About Upshop

Upshop is the foremost provider of a SaaS platform designed to streamline forecasting, ordering, production, and inventory optimization for food retailers and foodservice operators. Our unified platform simplifies and enhances daily workflows, enabling smarter, more connected operations across fresh production, inventory management, food safety, and ordering.

Trusted by over 450+ retailers and operators across 50,000+ locations globally, Upshop helps customers improve sales, reduce waste, increase operational efficiency, and advance food safety and sustainability—especially in complex, production-driven environments.

Role Overview

As an Account Executive focused on New Logo Acquisition for Non-Grocery Food Retailers, you will join Upshop's Growth team with a singular mission: expanding Upshop into new food retail and foodservice segments. This role is dedicated to winning new customers across markets such as bakeries, central kitchens, butchers, commissaries, prepared-food operators, and specialty food retailers.

You will be responsible for building Upshop's footprint in these segments from the ground up—identifying high-value prospects, educating operators on modern production and inventory optimization, and positioning Upshop as a strategic partner in their growth and efficiency initiatives. This is a true hunter role requiring a consultative sales approach, strong discovery skills, and an entrepreneurial mindset.

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
• Use Salesforce to manage pipeline, forecasting, activity tracking, and reporting
• 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

Benefits/Perks

• Austin based
• Competitive salary
• Employer-matched 401(k) plan
• Attractive flexible time off policy
• Career growth and development opportunities

We need your passion, sales expertise, and entrepreneurial spirit to help us build the Upshop brand.