Full-time SDR, Upserve

01About 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.

02What 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)