Business Development Representative – BDR

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November 24

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Upshop

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SaaS • Retail • eCommerce

Upshop is a comprehensive operations platform that provides solutions for retailers across various departments including Fresh, Center, DSD (Direct Store Delivery), and eCommerce. Its platform focuses on optimizing store operations through AI-powered tools for inventory management, order fulfillment, and demand forecasting. Upshop aims to enhance operational efficiency, improve sustainability, and boost sales by reducing waste and improving product freshness. The platform streamlines processes such as inventory optimization, recipe management, and replenishment, helping retailers achieve a connected and simplified shopping experience. Upshop positions itself as a partner rather than just a platform, dedicated to driving process simplification and modernization in grocery retail operations.

51 - 200 employees

Founded 1993

☁️ SaaS

🛒 Retail

🛍️ eCommerce

📋 Description

• Identify and qualify new opportunities through data analysis, inbound engagement, and account-based insights. • Conduct structured market and ICP research to identify high-potential accounts in targeting industries –especially convenience (C-Store). • Use intent data, engagement metrics, and CRM analytics to prioritize and target accounts most likely to convert. • Execute personalized outreach through digital channels and LinkedIn to generate interest and convert leads. • Demonstrate a strong grasp of Upshop’s competitive differentiators (“unfair advantages”) to effectively position the value proposition and overcome objections in early prospect conversations. • Conduct outreach to invite and confirm attendance of qualified prospects for Upshop events, webinars, and field activations. • Maintain a refined and active target list, updating based on performance and market feedback. • Assess prospect pain points, business challenges, and alignment with Upshop’s solutions. • Convert inbound and campaign-driven leads into sales-ready opportunities. • Schedule qualified discovery calls or demos for Account Executives with full context and notes. • Ensure accurate activity tracking and opportunity management in Salesforce and HubSpot. • Partner with Product Marketing, Sales, and fellow Demand Gen team members to align messaging, targeting, and campaign execution. • Share lead quality insights and conversion data to improve targeting and content. • Contribute to persona refinement and segmentation based on real-world prospect data. • Support event-based campaigns through data analysis, outreach coordination, and follow-up strategies. • Consistently meet or exceed weekly activity goals across outreach channels — including emails, phone calls, and LinkedIn engagements. • Maintain detailed, accurate records of all outreach and engagement activities in Salesforce and HubSpot. • Track weekly metrics to ensure alignment with performance benchmarks. • Demonstrate steady, upward trends month-over-month in key indicators such as engagement rates, qualified leads (MQLs), and Sales Qualified Leads (SQLs). • Track activity, conversion rates, and SQL generation against KPIs and benchmarks. • Analyze engagement data and recommend actions for improving pipeline performance. • Collaborate with Revenue Operations to maintain visibility into lead flow and campaign attribution. • Report on weekly activity and conversion performance, highlighting improvements in engagement, lead quality, and pipeline creation. • Deliver structured feedback on campaign and message effectiveness.

🎯 Requirements

• 3–5 years of experience in B2B SaaS business development, demand generation, or lead qualification. • Proven success driving measurable SQLs through digital outreach and campaign follow-up. • Strong analytical ability to interpret data, intent, and engagement metrics. • Excellent written communication skills for precise, professional digital outreach. • Proven ability to manage and document weekly outreach activities and to show measurable growth in engagement and conversion performance. • Deep understanding of Upshop’s product differentiators and ability to communicate their value clearly in prospect interactions. • Proficiency with Salesforce, HubSpot, LinkedIn Sales Navigator, and intent data platforms. • Highly organized, detail-oriented, and comfortable managing multiple initiatives simultaneously. • Experience in retail technology, grocery, convenience, or food & beverage industries (preferred). • Familiarity with account-based marketing, inbound campaigns, and event-driven outreach (preferred). • Understanding of store operations, inventory, or supply chain workflows (preferred).

🏖️ Benefits

• Remote Opportunity (based on UK, Spain, or Italy) • Competitive salary • Private benefit supplement • Attractive paid time off policy • Career growth and development opportunities