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)

Account Executive