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Salary: USD 60,000 - 95,000 / annual
Arketa is building an operating system for modern fitness and wellness, enabling studios and wellness entrepreneurs to manage and scale hybrid businesses. The company has raised $15M in Series A funding and is growing rapidly.
As Upsell Representative, you will drive revenue expansion within Arketa's existing customer base by selling add-on products including branded apps, websites, marketing automation, phone systems, and the newly launched Payroll product. This is a ground-floor opportunity to pioneer the Payroll product launch, helping shape the pitch, playbook, and sales motion from inception.
Key Responsibilities:
- Own the complete expansion cycle from opportunity identification through close for all add-on products
- Pioneer the brand-new Payroll product as the flagship offering alongside the full add-on suite
- Partner with Customer Success to identify and prioritize high-potential accounts using product usage and account data
- Conduct tailored demos and ROI conversations connecting add-ons to studio business goals
- Meet and exceed expansion and upsell quota targets
- Maintain accurate pipeline management and forecasting in HubSpot
- Build and refine playbooks: messaging, objection handling, and best practices for new products
- Provide structured product feedback to Payroll and Product teams
- Leverage AI tools (Claude) for account research, personalization, and deal acceleration
- Serve as an ambassador for Arketa internally and externally
Success Milestones:
- 30 days: Onboarded and fluent in Payroll, add-on suite, and customer base; shadowing Customer Success
- 60 days: Active expansion pipeline built; first Payroll and add-on deals closed; early playbook established
- 90 days: Consistently at or above expansion quota with reliable forecasting; repeatable add-on sales motion
Requirements:
- 2+ years in SaaS sales, account management, or expansion/upsell, ideally selling into existing customer bases
- Comfortable being an early seller of new products and helping define pitch and playbook
- Strong at value and ROI conversations and multi-product storytelling
- Excellent pipeline discipline and forecasting; meticulous HubSpot management
- Relationship-led seller with track record of exceeding quota
- Strong written and verbal communication; scrappy and resourceful
- Hands-on with AI (Claude) and modern sales stack (HubSpot, Avoma, Nooks)
- Passion for fitness, wellness, and helping studios grow
- BA/BS preferred
Bonus Qualifications:
- Exposure to payroll, fintech, accounting, or embedded finance products
- Experience selling payroll or financial software to small businesses
- Experience launching brand-new product lines or expansion motions
- Familiarity with wellness and studio platforms (Mindbody, WellnessLiving, Mariana Tek, Momence)
- Based in or near NYC office
