Account Executive, SMB (Restaurant) at Upside

Job description

Meet Upside: We created Upside to transform brick-and-mortar commerce. Our technology uses the sophistication of online retail—profit measurement, attribution, and incrementality—to provide users with more value on their everyday purchases and brick-and-mortar businesses with new, profitable customers. We’ve helped millions of users earn 2 to 3 times more cashback than any other product, and hundreds of thousands of brick-and-mortar businesses earn measurable profit. Billions of dollars in commerce run through the Upside platform every year, and that value goes directly back to our retailer partners, the consumers they serve, and important sustainability initiatives. The Impact you’ll make: Upside is seeking an SMB Account Executive to be the founding member of our new SMB Channel Sales team. In this role, you'll grow Upside's merchant footprint by acquiring and onboarding small and medium-sized restaurant businesses through strategic channel partners, including franchisors, POS companies, payment processors/acquirers, Value Added Resellers (VARs) and Independent Sales Organizations (ISOs). You will own primary responsibility for acquiring SMB merchants through these new partner channels. This is a ground-floor opportunity: as the first hire on this team, you'll help define the playbook for how Upside acquires SMB merchants through channel partners. - Build manage and close SMB pipeline through partner channels. - Acquire and onboard SMB merchants — including franchisees of national restaurant brands — sourced through partner channels, inbound leads, and cold outreach. - Ensure on-time, in-full delivery of partnership deal terms. Establish and monitor performance metrics as needed to ensure commitments are met. - Design and execute market-specific campaigns to drive merchant acquisition within targeted geographies or partner networks. - Manage a high-velocity pipeline of inbound SMB leads, ensuring timely follow-up and strong conversion from lead to live merchant. - Conduct proactive cold outreach to SMB merchants and franchisees to supplement partner-sourced and inbound pipeline. - Guide merchants through onboarding to ensure fast time-to-launch and a strong first experience with Upside. - Track and report on channel performance (lead volume, conversion, time-to-onboard) to identify what's working and where to double down. - Establish repeatable processes and best practices as the team's first hire — you'll help build the foundation this team scales on. Competencies You'll Need: - 2+ years of experience in SMB sales, channel sales, or partner-driven business development — restaurant sales experience is preferred. - A track record of managing high-volume, high-velocity sales pipelines with strong lead-to-close conversion. - Comfort with both inbound lead management and proactive outbound/cold outreach. - Data fluency — you can track performance metrics, spot trends in what's converting, and use that insight to prioritize your time. - Self-starter energy and comfort with ambiguity, given this is a newly created role and team. - Ability to travel (~10% for quarterly partner reviews) Location: This hybrid role is based in our Austin office. In-office attendance is required on Monday, Tuesday, and Thursday and may increase based on project-based needs and changes to Upside’s in-office policy over time. Compensation: The U.S. base salary range for this full-time position is $99,000 - $113,000 + commissions + equity + benefits. The final starting pay will be determined based on job-related skills, experience, qualifications, work location, and market conditions. Your recruiter can share more about the specific salary range during the hiring process. #LI-Hybrid #LI-CO1 Benefits: - Medical, dental, and vision coverage starting on Day 1 - Equity (ISOs) - 401(k) program - Family planning programs + paid parental leave - Physical fitness and wellness memberships - Emotional and mental health support programs - Unlimited PTO + 10 paid federal holidays + our annual, week-long Winter Break - Flexible work environment - Lunch reimbursement for in-office employees - Employee Resource Groups - Learning and Development stipend - Transparent culture - Amazing mission! Diversity and Inclusion: Diversity drives innovation, and our differences make us stronger. We‘re passionate about building a workplace that represents a variety of backgrounds, skills, and perspectives, and we do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. Everyone is welcome here! If there's anything we can do to support a disability or special need during your application or interview process, please email accommodations@upside.com. This email is for accessibility accommodations only, it should not be used to submit job applications. Notice To Recruiters And Placement Agencies: This is an in-house search with a dedicated recruiter. Please do not submit resumes to any person or email address at Upside. Upside is not liable for, and will not pay, placement fees for candidates submitted by any party or agency other than its approved recruitment partners.

Requirements

Must-haves

This is a ground-floor opportunity: as the first hire on this team, you'll help define the playbook for how Upside acquires SMB merchants through channel partners.
Build manage and close SMB pipeline through partner channels.
Acquire and onboard SMB merchants — including franchisees of national restaurant brands — sourced through partner channels, inbound leads, and cold outreach.
Ensure on-time, in-full delivery of partnership deal terms. Establish and monitor performance metrics as needed to ensure commitments are met.
Design and execute market-specific campaigns to drive merchant acquisition within targeted geographies or partner networks.
Manage a high-velocity pipeline of inbound SMB leads, ensuring timely follow-up and strong conversion from lead to live merchant.
Conduct proactive cold outreach to SMB merchants and franchisees to supplement partner-sourced and inbound pipeline.
Guide merchants through onboarding to ensure fast time-to-launch and a strong first experience with Upside.
Track and report on channel performance (lead volume, conversion, time-to-onboard) to identify what's working and where to double down.
Establish repeatable processes and best practices as the team's first hire — you'll help build the foundation this team scales on.
A track record of managing high-volume, high-velocity sales pipelines with strong lead-to-close conversion.
Comfort with both inbound lead management and proactive outbound/cold outreach.
Data fluency — you can track performance metrics, spot trends in what's converting, and use that insight to prioritize your time.
Self-starter energy and comfort with ambiguity, given this is a newly created role and team.
Ability to travel (~10% for quarterly partner reviews)
This hybrid role is based in our Austin office. In-office attendance is required on Monday, Tuesday, and Thursday and may increase based on project-based needs and changes to Upside’s in-office policy over time.

Nice-to-haves

2+ years of experience in SMB sales, channel sales, or partner-driven business development — restaurant sales experience is preferred.

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Benefits

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Dental

Vision

401(K)

Pto

Parental Leave

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