Senior Account Executive – Strategic Accounts (CPG)

About Upshop

Upshop is the market leader in Total Retail Operations solutions for the Grocery and C-Store markets. We offer an AI-powered SaaS platform connecting Fresh, Center Store, eCommerce, and DSD operations to deliver a simplified, smarter, more connected retail supply chain. Customers running Upshop realize significant improvements in sales, shrink reduction, food safety, inventory utilization, and sustainability across the entire retail ecosystem. Over 450 companies trust Upshop software across more than 50,000 stores globally.

Upshop is expanding its platform capabilities upstream in the supply chain, partnering directly with Consumer Packaged Goods (CPG) manufacturers to improve demand planning, forecasting accuracy, and on-shelf availability across retail networks.

Overview of the Role

We are seeking a highly motivated and results-oriented Senior Account Executive to drive significant revenue growth with large Consumer Packaged Goods (CPG) manufacturers. This role is responsible for introducing and expanding Upshop’s demand planning and supply chain forecasting solutions with strategic manufacturing partners.

The ideal candidate will have experience selling complex SaaS or analytics solutions to supply chain, operations, or demand planning leaders within CPG organizations. This individual will engage executive-level stakeholders and guide customers through pilot programs and proof-of-concept engagements that demonstrate measurable improvements in inventory utilization, on-shelf availability, and forecasting accuracy.

As a trusted strategic partner, you will work with manufacturers to connect retail execution signals with upstream demand planning processes, helping align production, distribution, and retail demand. You will collaborate closely with internal stakeholders across product, analytics, and customer success to deliver successful pilots and long-term solution adoption.

Responsibilities

• Strategic Account Development: Develop and execute account strategies focused on acquiring and growing relationships with large CPG manufacturers and strategic supply chain partners.
• Driving Supply Chain Outcomes: Help manufacturers improve demand planning, inventory utilization, and forecast accuracy by leveraging Upshop’s AI-driven forecasting capabilities and retail execution insights.
• Executive Engagement: Build and maintain strong relationships with senior leaders across supply chain, operations, demand planning, and commercial teams within CPG organizations.
• Solution Selling: Demonstrate a deep understanding of Upshop’s forecasting, demand planning, and retail execution capabilities and how they integrate with existing enterprise planning systems.
• Pilot and POC Development: Identify and guide customers through proof-of-concept engagements designed to demonstrate measurable improvements in sales, inventory allocation, and on-shelf availability.
• Business Impact & ROI: Develop value-driven proposals that quantify the impact of improved demand planning, reduced shrink risk, and increased in-stock performance across retail partners.
• Consensus-Driven Engagement: Navigate complex, cross-functional buying environments that may include demand planning, sales operations, supply chain, and executive leadership.
• Pipeline & Forecast Management: Maintain accurate opportunity records, account activity, and pipeline forecasting in Salesforce CRM.
• Industry Insight: Stay informed on CPG supply chain trends, demand planning technologies, and evolving retail-manufacturer collaboration models.
• Cross-Functional Collaboration: Partner closely with product, analytics, marketing, and customer success teams to deliver successful pilot programs and long-term customer value.
• Contract Negotiation: Lead pilot agreements and long-term subscription discussions that support scalable adoption of Upshop solutions within CPG organizations.

Qualifications

• 10+ years of experience in B2B SaaS or enterprise software sales/account management
• Proven success selling into CPG manufacturers or supply chain organizations
• Experience engaging demand planning, operations, or supply chain leadership within large enterprises
• Strong consultative selling approach focused on measurable operational outcomes
• Experience navigating complex buying processes and long sales cycles
• Proficiency with Salesforce CRM and enterprise pipeline management
• Excellent communicator, self-starter, and collaborative team player
• Bachelor's degree in Business, Marketing, Supply Chain, or related field

Preferred Qualifications

• Experience selling demand planning, forecasting, or supply chain software solutions
• Experience working with CPG manufacturers, distributors, or retail supply chains
• Familiarity with demand planning platforms
• Experience operating in high-growth SaaS environments

Benefits / Perks

• Remote (or Hybrid)
• Competitive compensation package with commissions and performance incentives
• Employer-matched 401(k) plan
• Attractive paid time off policy
• Career growth and development opportunities
• A culture built on trust, collaboration, and customer success
• Work with a passionate team at the forefront of innovation in retail and supply chain technology