Senior Manager, New Customer Acquisition (NCA) Sales Team

About Upshop

Upshop is the foremost provider of a SaaS platform designed to streamline forecasting, ordering, production, and inventory optimization processes for food retailers. Our unified platform simplifies and enhances associate tasks, promoting smarter and more interconnected operations across Foodservice, Produce, Center, DSD, and eCommerce departments. With over 450+ retailers and 50,000+ stores relying on our mission-critical operations platform globally, customers have witnessed substantial enhancements in sales, shrinkage reduction, food safety, and sustainability throughout their stores.

Role Overview

The Senior Manager, New Customer Acquisition (NCA) Sales Team leads Upshop’s team of Account Executives responsible for acquiring new customers across grocery, non-grocery retail, and convenience retail. This leader plays a critical role in driving new logo growth by developing sales talent, enabling consistent execution, and accelerating Upshop’s penetration into adjacent market segments.

The ideal candidate brings deep retail SaaS expertise and a strong coaching mentality. They excel at establishing scalable, repeatable new-logo motions in emerging or evolving markets and leverage modern tools—including AI-driven insights—to optimize activity quality, improve seller prioritization, and increase win rates. This leader also understands how to balance diverse selling styles while ensuring alignment to Upshop’s agreed-upon sales methodology and core value narrative.

Key Responsibilities

Team Leadership & Talent Development

• Serve as a hands-on coach focused on skill development, deal strategy, territory planning, and continuous performance improvement.

• Develop a diverse team of Account Executives by recognizing individual strengths and selling styles while reinforcing consistent, structured sales practices.

• Build a culture of accountability, learning, inclusion, and high achievement through structured operating rhythms, feedback, and individualized development plans.

• Use AI-driven tools and insights to support coaching conversations, improve activity quality, and drive efficiency across the team.

• Identify skill gaps and partner internally to provide training, tools, and development resources.

Sales Strategy & Execution

• Build a sustainable and predictable pipeline engine for new customer acquisition, particularly in new or emerging markets where awareness and category maturity are still developing.

• Develop segment- and role-specific playbooks, messaging, and repeatable motions that increase seller effectiveness.

• Leverage AI-enhanced analytics to review seller activity, identify areas of highest impact, forecast accurately, and proactively address pipeline gaps.

• Drive operational excellence in qualification, territory coverage, pipeline management, and forecasting.

• Partner with marketing to align demand generation, campaigns, and messaging to segment needs and market opportunities.

• Establish clear performance expectations and ensure sellers achieve measurable targets.

Cross-Functional Collaboration

• Collaborate with Product, Solutions Consulting, Customer Success, and Revenue Operations to equip sellers with insights, tools, resources, and competitive advantages.

• Provide market and customer feedback to influence product roadmap and strategic initiatives.

• Engage with executive leadership on strategic deals, new market development, and long-term growth planning.

• Work cross-functionally to refine value narratives and sales motions aligned to industry needs across grocery, specialty, and convenience retail.

Market & Customer Expertise

• Maintain a deep understanding of retail operations, in-store execution challenges, and industry trends in grocery, specialty retail, and convenience.

• Guide sellers in articulating Upshop’s differentiated value proposition and ROI to multiple stakeholder groups within multi-unit retail organizations.

• Represent Upshop at industry events and with strategic prospects to expand market visibility.

Qualifications

Required

• 7–10+ years of B2B SaaS sales experience, including 3+ years managing sales teams.

• Demonstrated success building sustainable, predictable pipelines in new or emerging markets.

• Experience using AI or analytics tools to evaluate activity patterns, improve focus, and enhance coaching effectiveness.

• Proven ability to lead diverse sales teams, leveraging individual strengths while maintaining alignment to a unified methodology.

• Strong experience selling into multi-unit retail organizations—grocery or convenience strongly preferred.

• Ability to coach and support Account Executives through complex, multi-stakeholder enterprise sales cycles.

• Strong analytical capabilities with proficiency in forecasting, pipeline management, and data-driven decision-making.

• Excellent communication, executive presence, and cross-functional collaboration skills.

• Ability to thrive in a fast-paced, high-growth environment.

Preferred

• Experience in retail operations, inventory, supply chain, or in-store execution technology.

• Leadership experience across multiple adjacent verticals or sales segments.

• Familiarity with enterprise sales methodologies (MEDDICC, Challenger, Command of the Message, etc.).

What We Offer

• Competitive compensation with performance-based incentives

• Comprehensive benefits package

• A collaborative, mission-driven culture

• The opportunity to shape the next phase of growth for a category-leading retail SaaS platform