Account Executive

Upserve; United States; Remote; USD 150,000 - 170,000; Full time

Job summary

Upserve is seeking an Account Executive to turn inbound demand into closed business and help build a disciplined, scalable sales engine for restaurant customers in the United States. You will own the full sales cycle from discovery to close, deliver tailored demos of Upserve’s POS, payments, and reporting, and forecast your pipeline to hit quotas.

Ideal candidates are consultative, competitive, and organized, comfortable speaking with restaurant operators and owners, and eager to grow into

Qualifications

• 3+ years of closing, quota-carrying B2B sales experience.
• Proven record of meeting or exceeding quota.
• Strong communication, presentation, and negotiation skills.
• Comfortable running demos and selling to restaurant owners.

Responsibilities

• Manage inbound leads and discovery calls from first contact to close.
• Deliver tailored demos of Upserve POS, payments, and reporting.
• Forecast pipeline accurately and meet or exceed quotas.
• Collaborate with BDRs, Marketing, RevOps, and Success teams.

Skills

B2B sales

Quota attainment

Demos / presentations

Negotiation

Communication

Restaurant/hospitality experience

Tools

Salesforce

Job description

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)