Account Executive

About the role

Upserve is seeking a highly motivated Account Executive to turn inbound demand into closed business and help build a disciplined, scalable sales engine.

This role is responsible for:

• running discovery calls and demos with inbound leads and BDR-sourced meetings,
• managing the full sales cycle from first meeting to close,
• closing new business with independent full-service restaurants,
• and forecasting your pipeline accurately.

The ideal candidate is:

• consultative,
• competitive,
• organized,
• and comfortable speaking with restaurant operators and business owners.

This is an excellent opportunity for someone looking to:

• sell a restaurant-native platform into a clearly defined market,
• work a steady flow of qualified inbound opportunities,
• and grow into senior Account Executive or sales leadership roles.

What you'll do

Inbound Opportunity Management

• Respond quickly to inbound demo requests and meetings booked by BDRs and marketing
• Run discovery to understand:

• operational needs,
• current POS and payments setup,
• timing,
• and the decision-making process

• Work a steady inbound pipeline within defined response-time SLAs

Demos & Consultative Selling

• Deliver tailored demos of Upserve's POS, payments, reporting, and guest intelligence
• Connect the product to restaurant pain points including:

• staffing,
• labor efficiency,
• guest experience,
• payments,
• and service speed

• Build a clear business case around revenue per table and operational efficiency

Closing & Negotiation

• Own the full sales cycle from first meeting through signed agreement
• Review prospects' current payment processing statements and present clear, accurate pricing
• Navigate pricing, contracts, and multi-stakeholder decisions
• Meet or exceed monthly and quarterly quota

Messaging & Competitive Positioning

• Communicate Upserve's value proposition clearly to owners, operators, and general managers
• Position Upserve against other restaurant POS competitors, including competitive replacement opportunities
• Share objections and competitive insights with the team

CRM & Sales Process Discipline

• Maintain accurate opportunity, activity, and forecast data in Salesforce
• Use the sales engagement platform and other GTM tools consistently
• Follow defined sales processes, SLAs, and qualification standards

Team Collaboration

• Partner closely with:

• Business Development Representatives,
• Marketing,
• RevOps,
• Implementation and Customer Success,
• and Sales Leadership

• Hand off new customers cleanly so what is promised in the sale is delivered at launch
• Contribute to a collaborative, high-performance sales culture

Qualifications

• 3+ years of B2B sales experience in a closing, quota-carrying role
• Proven record of meeting or exceeding quota
• Strong communication, presentation, and negotiation skills
• Comfortable running demos and selling to restaurant owners and operators
• Highly organized with strong follow-through
• Ability to work in a fast-paced, metrics-driven environment

Preferred Qualifications

• SaaS, POS, fintech, or payments sales experience
• Restaurant or hospitality experience
• Familiarity with Salesforce or other CRM systems
• Experience with a consultative sales methodology
• Experience working in team-oriented environments

What Success Looks Like

Within the first 6-12 months, successful Account Executives will:

• Consistently hit or exceed quota
• Convert inbound opportunities at or above team benchmarks
• Maintain an accurate, well-documented pipeline and forecast
• Build strong credibility with restaurant operators
• Shorten sales cycles through strong discovery and follow-up
• Contribute to refining Upserve's sales motion

The Pay Range For This Role Is

$150,000 - $170,000 USD per year OTE (United States)