Senior Account Executive - Strategic Accounts

Summary

Join Upshop, a market leader in Total Store Operations solutions, as a Senior Account Executive to drive revenue growth within our largest client accounts. This pivotal role involves expanding our footprint through cross-selling and upselling our AI-powered SaaS platform. You will engage executive-level decision-makers, navigate complex sales processes, and demonstrate the ROI of our solutions. As a strategic partner, you'll guide clients to maximize their Upshop investment, aligning our solutions with their business goals. Collaboration with internal stakeholders is key to ensuring a seamless client experience. This role requires a proven track record in B2B SaaS sales and experience in the grocery or retail sector.

Requirements

• 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

Responsibilities

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

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

• 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