Upshop is the market leader in Total Store Operations solutions for the Grocery and C-Store markets. We offer an AI-powered, SaaS platform connecting Fresh, Center, eCommerce, and DSD department operations to deliver a simplified, smarter, more connected store experience. Customers running Upshop realize significant improvements in sales, shrink, food safety and sustainability across the entire store. 450+ retail chain accounts trust our software in over 55k+ stores, 35 countries, and 3 continents.

Overview of the role

At Upshop, the Business Development Representative (BDR) is a key member of the Demand Generation team. The BDR’s mission is to identify, qualify, and develop new business opportunities through Sales Qualified Leads (SQLs) that expand our Upshop 360 platform across grocery, convenience retail (C-store), and other emerging verticals.

This role blends analytical skills with strategic outreach, including deep market and Ideal Customer Profile (ICP) research. You’ll turn data into intent, intent into conversation, and conversation into qualified opportunities. Working alongside Product Marketing, Sales, and fellow Demand Gen peers –specialists in ABM and inbound marketing –you’ll help connect campaign engagement to real pipeline.

The BDR plays a critical role in communicating Upshop’s unique market advantages — our unfair edge in AI-driven Total Store Operations. Success in this role requires a clear understanding of how Upshop differentiates itself through innovation, scalability, and measurable customer outcomes. BDRs must be able to confidently articulate these differentiators in every outreach and conversation.

This position fits a curious, detail-driven professional who thrives on data, precision, and measurable results. You’ll analyze signals across digital channels, craft targeted outreach, and refine your approach based on performance insights.

This is a hybrid or in office role (depending on location) based in Miami, Austin, or Toronto, depending on the best fit, and reports to the Director of Demand Generation.

Responsibilities

Prospecting and Lead Development

• 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.

Qualification and Handoff

• 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.

Collaboration and Alignment

• 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.

Activity and Goal Management

• 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).

Analytics and Reporting

• 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.

Qualifications

Required skillsets

• 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.

Preferred Qualifications

• Experience in retail technology, grocery, convenience, or food & beverage industries.
• Familiarity with account-based marketing, inbound campaigns, and event-driven outreach.
• Understanding of store operations, inventory, or supply chain workflows.
• Ability to interpret and communicate complex data insights simply and effectively.

Benefits/Perks

• In Office Opportunity (5-days in office)
• Competitive salary
• Employer-matched retirement plan
• Attractive paid time off policy
• Career growth and development opportunities