Upsell Representative

arketa; New York (NY); On-site; USD 54,000 - 66,000; Full time

Benefits offered by this job

Ownership & advancement

Stock options + uncapped commission

Unlimited PTO

Health insurance

Fitness class reimbursement

Parental leave

Job summary

Arketa is seeking an Upsell Representative to grow revenue inside our existing customer base by selling add-ons including our branded app, website, marketing, and phone products. You will pioneer our Payroll product as one of the first sellers and help shape the go-to-market playbook.

You’ll collaborate with Customer Success, Payroll, and Product teams to identify accounts, run value conversations, and own the expansion cycle from opportunity to close. NYC office-based role with high impact.

Qualifications

• 2+ years in SaaS sales, account management, or expansion and upsell.
• Experience selling into existing customer bases.
• Comfortable being an early seller of new products and defining the pitch.

Responsibilities

• Own the full expansion cycle from spotting opportunity to close for Arketa's add-ons.
• Pioneer the Payroll product as the flagship alongside the full add-on suite.
• Partner with Customer Success to prioritize accounts using product data.
• Run tailored demos and ROI conversations linking add-ons to goals.
• Meet and exceed expansion and upsell quota.
• Maintain pipeline management and forecasting in HubSpot.
• Help build playbooks for brand-new products.
• Feed product feedback to Payroll and Product teams.
• Use AI to research accounts, personalize outreach, move deals faster.
• Be an ambassador for Arketa both internally and externally.

Skills

SaaS sales

ROI conversations

Multi-product storytelling

Forecasting & pipeline

Relationship selling

Communication skills

AI (Claude)

Education

BA/BS preferred

Tools

HubSpot

Avoma

Nooks

Job description

About Arketa

Arketa is building the operating system for modern fitness and wellness. Our mission is to make wellness more accessible by empowering studios and wellness entrepreneurs to grow beyond in-person classes. We provide a powerful, all-in-one platform to manage and scale hybrid wellness businesses, whether online, in-person, or both.

With Arketa, studios can manage schedules, accept bookings and payments, build on-demand video libraries, host retreats, run automated marketing, and launch fully branded apps and websites. We make it simple for founders to deliver a seamless, professional experience across every customer touchpoint. We've raised $15M in Series A funding and are growing quickly. It's a unique moment to join us. We're building a category-defining company in a fast-moving space, and we're looking for a leader who is excited to help shape what world-class partner support looks like in the wellness category.

About the Role

As our Upsell Representative, you'll grow revenue inside our existing customer base by selling Arketa's full suite of add-on products, including our branded app, website, marketing, and phone products. As the flagship of this role, you'll pioneer our brand-new Payroll product as one of the very first people ever to sell it.

You'll help shape the pitch, the playbook, and the motion from the ground up. Working closely with Customer Success, you'll identify the right accounts, run tailored value conversations, and own the full expansion cycle from opportunity to close. This is a high-impact, ground-floor role for a seller who is energized by brand-new products and a clear path to grow revenue per customer.

About the Team

You'll sit on the Sales team and work shoulder to shoulder with Customer Success, who know our install base better than anyone and will be your closest partner in spotting the right accounts. You'll also work directly with the Payroll and Product teams, feeding real customer signal back into a product that is still taking shape.

This is a small, fast-moving team where the person doing the work also writes the playbook. If you like having a real say in how a motion gets built rather than inheriting one, this is that seat. You'll be given all inbound expansion interest, so your time goes into conversations and closing, not cold prospecting.

What You'll Do:

• Own the full expansion cycle, from spotting the opportunity to close, for Arketa's add-on products across the existing customer base
• Pioneer our brand-new Payroll product as the flagship, alongside the full add-on suite (branded app, website, marketing, phone, and more)
• Partner with Customer Success to identify and prioritize the right accounts using product usage and account data
• Run tailored demos and ROI conversations that connect each add-on to the studio's goals
• Meet and exceed your expansion and upsell quota
• Maintain accurate pipeline management and expert-level forecasting in HubSpot
• Help build the playbook: messaging, objection handling, and best practices for brand-new products
• Feed structured product feedback back to the Payroll and Product teams
• Use AI (Claude) to research accounts, personalize outreach, and move deals faster
• Be an exemplary ambassador for Arketa, both internally and externally

What success looks like:

We believe in setting our team up to thrive.

• 30 days: onboarded and fluent in Payroll, the add-on suite, and our install base. You're shadowing Customer Success and learning the accounts.
• 60 days: an active expansion pipeline is built, your first Payroll and add-on deals are closed, and the early playbook is taking shape.
• 90 days: you're consistently at or above expansion quota with reliable forecasting, and you have a repeatable motion for selling add-ons into the base.

What we're looking for:

• 2+ years in SaaS sales, account management, or expansion and upsell, ideally selling into an existing customer base
• Comfortable being an early seller of new products, where you help define the pitch and playbook
• Strong at value and ROI conversations, and at multi-product storytelling
• Excellent pipeline discipline and forecasting. You keep HubSpot immaculate
• A relationship-led seller with a track record of exceeding quota
• Strong written and verbal communicator. Scrappy and resourceful
• Hands-on with AI (Claude) and comfortable with a modern sales stack (HubSpot, Avoma, Nooks)
• Passion for fitness, wellness, and helping studios grow
• BA/BS preferred.

Bonus:

• Exposure to payroll, fintech, accounting, or embedded finance products
• Experience selling payroll or financial software to small businesses
• Experience launching a brand-new product line or expansion motion
• Familiarity with the wellness and studio space (Mindbody, WellnessLiving, Mariana Tek, Momence)
• Based in or near NYC, where our office is

You Should Apply If

• You want to be the first person to ever sell a product, and you want your fingerprints on the pitch and the playbook
• You'd rather work a warm install base and inbound interest than grind cold outbound
• You're motivated by uncapped commission and want a clear line between your effort and your earnings
• You're comfortable with ambiguity and can build structure where none exists yet
• You're mission-driven and excited about wellness becoming more accessible

You May Not Want to Apply If

• You need a finished playbook, established messaging, and proven objection handling on day one
• You prefer net-new logo hunting over expanding existing relationships
• You want a large sales org with clear specialization and a defined promotion ladder already in place
• You want a slower pace or a more established later-stage environment

What We Offer:

• Ownership and Opportunity for Advancement
• Competitive Salary and Stock Options and uncapped, performance-based commission
• Unlimited PTO: our policy is designed to give you the flexibility to rest, recharge, and take care of personal needs, while staying aligned with your team and responsibilities.
• Medical, dental and vision health insurance
• Fitness Class Reimbursement: we're committed to supporting both employee wellness and our industry relationships. As an Arketa employee we see movement as opportunity.
• Parental Leave Policy

For this role, the annual base salary is $60,000, depending on experience and qualifications. Commission and variable pay: on-target commission of approximately $35,000 per year at run-rate, paid monthly against an expansion quota. Commission is uncapped. On target earnings: approximately $95,000 per year at 100% of quota, at run-rate. Because commission is paid monthly across the first 12 months of each sale, first-year earnings ramp over the course of the year. In addition to base pay and commission, we offer equity. We believe in compensating fairly and transparently, and we're happy to provide more detail during the interview process.

Arketa is an equal opportunity employer and is committed to diversity in its workforce. We actively encourage applications from all qualified individuals regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other characteristic protected by applicable law. We believe that a diverse and inclusive workplace fosters innovation and creativity, and we welcome candidates who share our values of respect, collaboration, and excellence.