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Salary: USD 99,000 - 113,000 / annual
Upside is transforming brick-and-mortar commerce by combining online retail sophistication—profit measurement, attribution, and incrementality—with physical retail. The platform helps millions of consumers earn 2-3x more cashback than competitors and enables hundreds of thousands of brick-and-mortar businesses to acquire profitable customers. Billions of dollars in commerce flow through Upside annually, benefiting retailers, consumers, and sustainability initiatives.
As the founding Account Executive for the new SMB Channel Sales team, you will be responsible for growing Upside's merchant footprint by acquiring and onboarding small and medium-sized restaurant businesses through strategic channel partners including franchisors, POS companies, payment processors/acquirers, Value Added Resellers (VARs), and Independent Sales Organizations (ISOs). This is a ground-floor opportunity to help define the playbook for SMB merchant acquisition through channel partnerships.
Key responsibilities include:
- Building, managing, and closing SMB pipeline through partner channels
- Acquiring and onboarding SMB merchants, including franchisees of national restaurant brands, sourced through partner channels, inbound leads, and cold outreach
- Ensuring on-time, in-full delivery of partnership deal terms and establishing performance metrics
- Designing and executing market-specific campaigns to drive merchant acquisition within targeted geographies or partner networks
- Managing high-velocity inbound SMB lead pipelines with timely follow-up and strong lead-to-close conversion
- Conducting proactive cold outreach to SMB merchants and franchisees to supplement partner-sourced and inbound pipeline
- Guiding merchants through onboarding to ensure fast time-to-launch and strong first experience
- Tracking and reporting on channel performance metrics (lead volume, conversion, time-to-onboard) to identify optimization opportunities
- Establishing repeatable processes and best practices as the team's first hire
The role is hybrid, based in the Austin office with required in-office attendance on Monday, Tuesday, and Thursday. Approximately 10% travel is required for quarterly partner reviews.
Requirements:
- 2+ years of experience in SMB sales, channel sales, or partner-driven business development (restaurant sales experience preferred)
- Track record of managing high-volume, high-velocity sales pipelines with strong lead-to-close conversion
- Comfort with both inbound lead management and proactive outbound/cold outreach
- Data fluency: ability to track performance metrics, spot conversion trends, and use insights to prioritize time
- Self-starter energy and comfort with ambiguity in a newly created role and team
- Ability to travel approximately 10% for quarterly partner reviews
