Upsell Representative

This is a fully remote position, open to applicants in United States.

📋 Description

• Take charge of the entire expansion process for Arketa's add-on products within the current customer base, from identifying opportunities to closing deals.

• Be a trailblazer in selling the new Payroll product along with other add-on offerings such as the branded app, website, marketing, and phone solutions.

• Collaborate with the Customer Success team to pinpoint and prioritize accounts based on product usage and account analytics.

• Conduct customized demonstrations and ROI discussions aligned with studio objectives.

• Achieve and surpass expansion and upselling targets.

• Ensure precise pipeline management and maintain expert-level forecasting in HubSpot.

• Develop the sales playbook, which includes messaging, objection handling, and best practices for new product introductions.

• Deliver structured product feedback to the Payroll and Product teams.

• Utilize Claude for account research, personalized outreach, and deal acceleration.

• Serve as a representative of Arketa both internally and externally.

• Work in conjunction with Sales, Customer Success, Payroll, and Product teams.

⛳️ Requirements

• Minimum of 2 years in SaaS sales, account management, or expansion and upselling roles.

• Proven experience in selling to an existing customer base.

• Comfortable being an early adopter in selling new products and establishing the sales pitch and playbook.

• Excellent skills in value and ROI discussions.

• Strong narrative abilities for multi-product storytelling.

• Exceptional pipeline discipline and forecasting capabilities.

• Proficiency in using HubSpot.

• Demonstrated history of exceeding sales quotas.

• Strong written and verbal communication skills.

• Resourceful and adaptable.

• Hands-on experience with AI tools, particularly Claude.

• Familiarity with HubSpot, Avoma, and Nooks.

• A passion for fitness, wellness, and supporting studio growth.

• BA/BS degree preferred but not mandatory.

• Experience in payroll, fintech, accounting, or embedded finance products is an advantage.

• Experience selling payroll or financial software to small businesses is a plus.

• Experience in launching a brand-new product line or expansion initiative is a bonus.

• Familiarity with wellness and studio software such as Mindbody, WellnessLiving, Mariana Tek, or Momence is a bonus.

• Authorization to work in the United States is required for the application.

🏝️ Benefits

• Stock options/equity.

• Uncapped, performance-based commission.

• Unlimited PTO.

• Medical, dental, and vision health insurance.

• Fitness class reimbursement.

• Parental leave policy.

• Opportunities for ownership and advancement.