Account Executive: Strategic Accounts

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. 150+ retail chain accounts trust our software in over 30k+ stores, 9 countries, and 3 continents.

At Upshop, we believe that great businesses are built by great people. Our People function is at the heart of our company’s growth, ensuring we attract, develop, and retain A Players who drive our mission forward.

Our Values:

• Extremely Accountable
• Customer Obsessed
• Always Innovating
• Demand Excellence
• Biased for Action

Overview of the Role:

We are seeking a highly motivated and results-oriented Account Executive to drive significant revenue growth within our largest and most strategic client accounts. This role is pivotal in expanding our footprint through proactive cross-selling and upselling of our complex solutions. The ideal candidate will be a seasoned professional with a proven track record of engaging executive-level decision-makers, navigating consensus-driven buying processes, and demonstrating the tangible ROI of our offerings.

As a trusted strategic partner, you will guide clients to maximize their investment in the Upshop platform, aligning our solutions with their business goals and delivering measurable outcomes. You’ll work closely with internal stakeholders across product, marketing, and customer success to ensure a seamless client experience from discovery through delivery and beyond.

Responsibilities:

• Strategic Account Growth: Develop and execute strategic account plans focused on growing Upshop’s footprint and solution adoption within existing client accounts.
• Driving Outcomes: Guide clients to achieve measurable business outcomes through effective use of Upshop’s platform, data, and services.
• Executive Engagement: Build and maintain strong relationships with C-level executives and key stakeholders, providing strategic insights and support.
• Solution Selling: Demonstrate a deep understanding of Upshop’s SaaS offerings and how they align with client objectives and operational goals.
• Cross-Selling and Upselling: Identify new opportunities within current accounts to introduce additional Upshop solutions that deliver incremental value.
• ROI and Business Impact: Conduct strategic needs assessments and present value-driven proposals that clearly communicate return on investment.
• Consensus-Driven Engagement: Navigate multi-stakeholder environments to build alignment and accelerate solution adoption across departments and regions.
• Pipeline & Forecast Management: Maintain accurate records of account activity, expansion opportunities, and forecast details in Salesforce CRM.
• Industry & Client Insight: Stay informed on grocery retail trends, client needs, and evolving business environments to proactively offer relevant solutions.
• Cross-Functional Collaboration: Work closely with internal teams—including product, marketing, customer success, and implementation—to deliver exceptional client experiences.
• Contract Negotiation: Lead contract renewals and expansion discussions, ensuring favorable outcomes and long-term account health.

Qualifications:

• 10+ years of experience in B2B SaaS or enterprise software sales/account management.
• Proven success managing and growing existing strategic accounts.
• Experience in the grocery, retail, or fresh food vertical is highly valued.
• Skilled in engaging senior-level stakeholders with a consultative, value-first approach.
• Strong understanding of solution selling and outcome-based client engagement.
• Comfortable navigating complex organizational structures and long sales cycles.
• Proficient in Salesforce CRM and best practices for pipeline reporting and forecasting.
• Excellent communicator, self-starter, and collaborative team player.
• Bachelor's degree in business, Marketing, or a related field.

Preferred Qualifications:

• Experience with retail, warehousing, and/or grocery technology solutions   
• Proficient with CRM tools such as Salesforce and Zen Desk
• Experience working in hyper-growth environments

Benefits/Perks:

• Competitive compensation package with commissions and performance incentives.
• Employer-matched 401(k) plan
• Attractive paid time off policy
• Career growth and development opportunities
• A culture built on trust, collaboration, and customer success.
• Work with a passionate team at the forefront of innovation in grocery retail.