Account Executive (SMB Sales)

Location: Remote

Schedule: Full-Time | US Business hours overlap (EST)

About Upstack Data

Upstack Data is a Miami-based SaaS building marketing automation for Shopify merchants. Our flagship product, Signal, replaces broken browser-based pixels with reliable first-party server-side events to Meta, TikTok, and other ad platforms. We're a lean, AI-first team running offshore-first - most of our engineering, GTM, and operations roles are filled with PH talent.

About This Role

We're hiring our first dedicated Account Executive. This is a full-cycle role — you'll manage a mix of inbound leads, active free trials, and outbound prospecting, with the balance shifting toward outbound as you ramp. You'll sell to US-based DTC founders, marketing leads, and CMOs at Shopify brands.

We already have active deal flow — this isn't a cold start. You'll inherit the existing pipeline from day one while building your own outbound motion on top of it. This role works directly with the CEO and is ideal for candidates who thrive in high-accountability, high-autonomy environments.

What You'll Do

• Sales Execution & Deal Closing — 40%

  • Own the full sales cycle from first conversation through close for inbound leads, free trial conversions, and outbound prospects

  • Conduct discovery calls to understand the prospect's marketing stack and attribution pain points

  • Deliver tailored product demos — not generic walkthroughs

  • Nurture active free trial users through check-ins and guide them to paid conversion

  • Handle pricing conversations, competitive objections, and procurement questions

• Prospecting & Pipeline Generation — 45%

  • Research and identify DTC/Shopify brands that fit our ICP

  • Build and execute outbound sequences across email, LinkedIn, and other channels

  • Qualify inbound leads for fit, urgency, and buying intent

  • Maintain 3x pipeline coverage against monthly quota

• Pipeline & CRM Management — 15%

  • Maintain accurate, real-time pipeline data in CRM

  • Monitor conversion rates, deal velocity, and pipeline health

  • Forecast weekly with the CEO.

Requirements

• Must-haves

  • 3–5+ years in a closing role (Account Executive or equivalent) in B2B SaaS

  • Proven experience owning the full sales cycle with US-based clients

  • Track record of meeting or exceeding quota in a transactional SaaS environment

  • Experience building your own pipeline through outbound prospecting

  • Excellent spoken and written English with clear, professional communication

  • Strong exposure to US business culture

  • Familiarity with CRM tools and disciplined pipeline management

  • Self-starter who thrives remotely without direct management oversight

Strongly Preferred

• Experience selling into DTC, e-commerce, or the Shopify ecosystem

• Familiarity with marketing attribution, tracking pixels, or Meta/Google Ads

• Experience with competitive displacement sales (replacing an incumbent tool)

• Prior experience as an early sales hire at a bootstrapped or growth-stage company

• Training in a recognized sales methodology (SPIN, Challenger, Sandler, MEDDIC)

What we offer

🌎 100% remote

🏖️ 10 days PTO + US holidays

❤️🩹 Monthly healthcare allowance

🔌 Competitive compensation structure

📈 Real career growth as Upstack scales