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Enterprise Business Development Senior Director



Sales & Business Development
Posted on Wednesday, March 1, 2023

Meet Upside:

Upside is a high-growth retail technology company driving hundreds of millions of dollars in tried profit to brick and mortar businesses. Unlike the many apps and services that provide discounts to consumers but actually hurt retailer profitability, Upside is the only two-sided marketplace that provides proven incremental profit to retailers. Tens of thousands of retailers nationwide are seeing a 52% return on investment on average—results that have been independently audited by Fortune 500 and third-party analytics companies. On the consumer side of the marketplace, millions of users power $5 billion in purchases through the Upside platform every year. They use our top-rated mobile app to see 2 to 3 times more value on their purchases than with any other product. By helping people and businesses do better, communities grow stronger.

Upside was named on Deloitte's 2021 & 2022 list of Fastest Growing 500 Tech Companies and #308 in Inc.’s America’s fastest growing private companies of 2022. Upside’s Series D funding round was led by General Catalyst with a $1.5 billion valuation in March 2022. Other notable investors include Bessemer Ventures and Formation8.

Our mission, values, and commitment to inclusivity guide our team of more than 350 people worldwide, and the quality of our culture is reflected in the impact we’ve had on communities nationwide. But don’t just take our word for it! In 2023, Upside was included as a Top Workplace in the USA, received six Best Places to Work awards from Built In, and was named a Top Workplace for Perks & Culture by The Muse.

About the job:

Upside is a fast growing company and in search of an experienced hunter that can help drive further growth by signing up new strategic account restaurant brands and large franchise groups. We are looking for sellers that have a consistent track record of exceeding quotas and goals. You will join a team whose experience hails from places as varied as Google, Groupon, MasterCard, and successful startup executives and venture capitalists.

What you’ll do:

As a Enterprise Business Development Senior Director in our Restaurant vertical, your responsibilities will include:

  • Partnering with Sales leadership and the larger team to execute our sales strategy and onboard enterprise restaurant groups onto the platform.
  • Building relationships and selling consultatively to Director, VP, and C-Level executives at enterprise restaurant accounts.
  • Effectively presenting the Upside value proposition to enterprise accounts, through a data-driven sales approach.
  • Working directly with our internal Sales, Product, and Marketing teams to support go-to-market strategy, merchant launches, roadmaps, and key partnerships.
  • Leading and implementing effective sales strategies, pipeline management, and opportunity management.
  • Building a pipeline and managing your forecast for new merchants added to the platform..

What you need:

  • 7-10 years of sales experience with 5+ years of enterprise sales experience. Enterprise SaaS sales and/or restaurant/retail technology sales experience required.
  • Experience working with executives on pricing, planning, finance, and marketing is a plus.
  • Successful track record of achieving/exceeding quotas required (experience selling to restaurants is a bonus, but not required).
  • Proven success building and scaling a book of business from early stage to high growth
  • Adept in sales processes, including CRM (Salesforce specifically) pipeline management
  • Willingness to travel 30-50% of the time.
  • Start-up experience desired
  • Bachelor’s degree or higher (Master’s degree preferred). Experience may be considered as a substitute for education depending on relevance

The fine print:

  • Upside has offices in Washington, D.C., Austin, and Chicago. This role may sit in any of those locations or fully remote - it's up to you!
  • Notice to recruiters and placement agencies: This is an in-house search. Please do not submit resumes to any person or email address at Upside. Upside is not liable for, and will not pay, placement fees for candidates submitted by any party or agency other than its approved recruitment partners.

At Upside, we believe that diversity drives innovation. Our differences are what makes us stronger. We‘re passionate about building a workplace that represents a variety of backgrounds, skills, and perspectives and do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. Everyone is welcome here, come join us!