Upshop

Contract (Fractional) Contracts Manager – SaaS (Upshop) Location: Remote (U.S. preferred) Type: Contract / Fractional (20–40 hours/week, flexible) Duration: 3–6 months (with potential to extend) About Upshop Upshop powers smarter store operations for retailers by combining data, AI, and execution workflows across fresh, center store, and inventory management. Our platform helps retailers reduce waste, optimize inventory, and improve profitability at scale. Role Overview We are looking for an experienced Contracts Manager (Contract/Fractional) to support our commercial team by managing and negotiating customer agreements. This role will focus on reviewing, redlining, and negotiating SaaS contracts, ensuring alignment with Upshop’s risk posture while enabling deal velocity. This is a high-impact, execution-oriented role ideal for someone who has operated in fast-paced SaaS environments and can work directly with Sales, Legal, and Finance stakeholders. Key Responsibilities Contract Review & Redlining - Review, draft, and negotiate customer agreements (MSAs, Order Forms, DPAs, SOWs) - Lead redline negotiations with customers and their legal teams - Balance risk mitigation with commercial pragmatism to avoid deal friction Deal Support - Partner closely with Sales to accelerate deal cycles and remove contract bottlenecks - Provide clear guidance on acceptable positions, fallback language, and trade-offs - Join customer calls when needed to resolve contractual issues in real time Standardization & Playbooks - Help refine and maintain contract templates and fallback positions - Build and document negotiation playbooks and clause libraries - Identify recurring negotiation themes and recommend structural improvements Risk Management - Ensure contracts align with company policies on liability, indemnification, data privacy, and SLAs - Escalate non-standard or high-risk terms appropriately - Collaborate with outside counsel as needed for complex issues Qualifications - 5+ years of experience in contracts management, legal ops, or commercial legal roles - Strong experience negotiating SaaS agreements (MSAs, DPAs, SLAs, enterprise deals) - Deep familiarity with key legal concepts: - Limitation of liability - Indemnification - Data privacy & security (GDPR/CCPA awareness) - Service levels & uptime commitments - Proven ability to negotiate directly with enterprise customers - Comfortable operating in a high-growth, fast-paced SaaS environment - Strong judgment with a pragmatic, business-oriented mindset - Excellent written and verbal communication skills Nice to Have - Experience in retail, grocery, supply chain, or store operations software - Background working with private equity-backed or growth-stage SaaS companies - Familiarity with tools like Ironclad, DocuSign CLM, or similar contract lifecycle platforms What Success Looks Like - Reduced contract cycle times and faster deal closure - Consistent, scalable approach to handling redlines - Improved alignment between Sales and Legal on deal strategy - Clear documentation of fallback positions and negotiation standards Why This Role - Immediate impact on revenue velocity and deal execution - High visibility with leadership across Sales, Finance, and Legal - Flexible structure with potential to evolve into a longer-term role

About Upshop Upshop is the foremost provider of a SaaS platform designed to streamline forecasting, ordering, production, and inventory optimization processes for food retailers. Our unified platform simplifies and enhances associate tasks, promoting smarter and more interconnected operations across Foodservice, Produce, Center, DSD, and eCommerce departments. With over 450+ retailers and 50,000+ stores relying on our mission-critical operations platform globally, customers have witnessed substantial enhancements in sales, shrinkage reduction, food safety, and sustainability throughout their stores. Role Overview As an Account Executive for the Convenience Store industry, you will be joining our newly formed, Growth team at Upshop. This specialized team has been created with the sole focus of serving the unique needs of the convenience industry. As part of this dedicated unit, you will be responsible for driving growth in this strategic market segment. You'll leverage your sales expertise and industry knowledge to identify opportunities, build meaningful relationships with c-store decision-makers, and position Upshop's platform as the strategic solution for their operational challenges. This role requires a consultative sales approach and entrepreneurial mindset as we expand Upshop's presence in the convenience store industry. Responsibilities - Own the entire sales cycle from initial prospect contact to close for convenience store retailers - Develop a deep understanding of convenience store business priorities and connect the dots between their needs and Upshop's solution capabilities - Employ a consultative approach to prospect, build relationships, and sign up new convenience stores - Partner cross-functionally with internal teams to ensure expectations set during the sales process align with delivery - Leverage Salesforce to manage all sales activities, pipeline, and forecasting - Conduct competitive analysis to determine how to best position Upshop in the convenience industry - Develop and execute strategic account plans to achieve sales targets and expand market share - Contribute to the growth and development of our specialized convenience store team Qualifications - Proven sales experience in SaaS or retail technology, preferably with experience selling to convenience stores or similar retail segments - Track record of consistently meeting or exceeding sales targets - Strong relationship-building skills with the ability to engage with executive-level decision makers - Experience with consultative selling and complex sales cycles - Proficiency with Salesforce CRM and sales methodologies - Excellent communication and presentation skills - Bachelor's degree or equivalent experience - Willingness to travel between 30-40% to meet with prospects and clients Benefits/Perks - Competitive salary - Employer-matched 401(k) plan - Attractive flexible time off policy - Career growth and development opportunities We need your passion, sales expertise, and entrepreneurial spirit to help us build the Upshop brand in the convenience industry. Join our newly established, fully dedicated convenience store team and be part of transforming how convenience stores operate through innovative technology solutions.

About Upshop Upshop is the foremost provider of a SaaS platform designed to streamline forecasting, ordering, production, and inventory optimization processes for food retailers. Our unified platform simplifies and enhances associate tasks, promoting smarter and more interconnected operations across Foodservice, Produce, Center, DSD, and eCommerce departments. With over 450+ retailers and 50,000+ stores relying on our mission-critical operations platform globally, customers have witnessed substantial enhancements in sales, shrinkage reduction, food safety, and sustainability throughout their stores. Role Overview As an Account Executive for the Convenience Store industry, you will be joining our newly formed, Growth team at Upshop. This specialized team has been created with the sole focus of serving the unique needs of the convenience industry. As part of this dedicated unit, you will be responsible for driving growth in this strategic market segment. You'll leverage your sales expertise and industry knowledge to identify opportunities, build meaningful relationships with c-store decision-makers, and position Upshop's platform as the strategic solution for their operational challenges. This role requires a consultative sales approach and entrepreneurial mindset as we expand Upshop's presence in the convenience store industry. Responsibilities - Own the entire sales cycle from initial prospect contact to close for convenience store retailers - Develop a deep understanding of convenience store business priorities and connect the dots between their needs and Upshop's solution capabilities - Employ a consultative approach to prospect, build relationships, and sign up new convenience stores - Partner cross-functionally with internal teams to ensure expectations set during the sales process align with delivery - Leverage Salesforce to manage all sales activities, pipeline, and forecasting - Conduct competitive analysis to determine how to best position Upshop in the convenience industry - Develop and execute strategic account plans to achieve sales targets and expand market share - Contribute to the growth and development of our specialized convenience store team Qualifications - Proven sales experience in SaaS or retail technology, preferably with experience selling to convenience stores or similar retail segments - Track record of consistently meeting or exceeding sales targets - Strong relationship-building skills with the ability to engage with executive-level decision makers - Experience with consultative selling and complex sales cycles - Proficiency with Salesforce CRM and sales methodologies - Excellent communication and presentation skills - Bachelor's degree or equivalent experience - Willingness to travel 30-40% to meet with prospects and clients Benefits/Perks - Competitive salary - Employer-matched 401(k) plan - Attractive flexible time off policy - Career growth and development opportunities We need your passion, sales expertise, and entrepreneurial spirit to help us build the Upshop brand in the convenience industry. Join our newly established, fully dedicated convenience store team and be part of transforming how convenience stores operate through innovative technology solutions.

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

• Own Upshop’s end-to-end demand generation strategy, from awareness through MQL, SQL, and pipeline contribution • Design, execute, and optimize multi-channel demand programs including digital, ABM, outbound support, events, and partner-led campaigns • Move beyond templated campaigns—continuously test, iterate, and introduce new ideas when performance stalls • Translate Upshop’s value proposition into persona-based, industry-specific demand motions • Establish clear goals and reporting for MQLs, SQLs, pipeline contribution, and conversion rates • Partner with Revenue Operations to ensure strong attribution, measurement, and visibility into demand performance • Separate and manage demand goals for new customer acquisition and expansion within existing customers • Use data and insights to prioritize investments and continuously improve ROI • Own the demand tech stack and workflows, including marketing automation and CRM integrations • Leverage tools such as HubSpot, paid media platforms, LinkedIn, and emerging/dark social channels to scale demand efficiently • Build repeatable, automated programs that learn and improve over time • Partner closely with Product Marketing to activate messaging, positioning, and customer reference stories • Align with Sales and Customer teams to ensure tight MQL/SQL definitions and smooth handoffs • Collaborate with Partner and Alliances teams to drive partner-sourced and partner-influenced demand • Lead, mentor, and develop a growing demand generation team • Establish clear priorities, expectations, and accountability across the team • Build a high-performance culture that balances creativity, rigor, and ownership

About Upshop : 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. 150+ retail chain accounts trust our software in over 30k+ stores, 9 countries, and 3 continents. At Upshop, we believe that great businesses are built by great people. Our People function is at the heart of our company’s growth, ensuring we attract, develop, and retain A Players who drive our mission forward. Our Values: Extremely Accountable Customer Obsessed Always Innovating Demand Excellence Biased for Action Overview of the Role: We are seeking a highly motivated and results-oriented Account Executive to drive significant revenue growth within our largest and most strategic client accounts. This role is pivotal in expanding our footprint through proactive cross-selling and upselling of our complex solutions. The ideal candidate will be a seasoned professional with a proven track record of engaging executive-level decision-makers, navigating consensus-driven buying processes, and demonstrating the tangible ROI of our offerings. As a trusted strategic partner, you will guide clients to maximize their investment in the Upshop platform, aligning our solutions with their business goals and delivering measurable outcomes. You’ll work closely with internal stakeholders across product, marketing, and customer success to ensure a seamless client experience from discovery through delivery and beyond. Responsibilities: Strategic Account Growth: Develop and execute strategic account plans focused on growing Upshop’s footprint and solution adoption within existing client accounts. Driving Outcomes: Guide clients to achieve measurable business outcomes through effective use of Upshop’s platform, data, and services. Executive Engagement: Build and maintain strong relationships with C-level executives and key stakeholders, providing strategic insights and support. Solution Selling: Demonstrate a deep understanding of Upshop’s SaaS offerings and how they align with client objectives and operational goals. Cross-Selling and Upselling: Identify new opportunities within current accounts to introduce additional Upshop solutions that deliver incremental value. ROI and Business Impact: Conduct strategic needs assessments and present value-driven proposals that clearly communicate return on investment. Consensus-Driven Engagement: Navigate multi-stakeholder environments to build alignment and accelerate solution adoption across departments and regions. Pipeline & Forecast Management: Maintain accurate records of account activity, expansion opportunities, and forecast details in Salesforce CRM. Industry & Client Insight: Stay informed on grocery retail trends, client needs, and evolving business environments to proactively offer relevant solutions. Cross-Functional Collaboration: Work closely with internal teams—including product, marketing, customer success, and implementation—to deliver exceptional client experiences. Contract Negotiation: Lead contract renewals and expansion discussions, ensuring favorable outcomes and long-term account health. Qualifications: Preferred Qualifications: Experience with retail, warehousing, and/or grocery technology solutions Proficient with CRM tools such as Salesforce and Zen Desk Experience working in hyper-growth environments Benefits/Perks: 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 grocery retail.

About Upshop Upshop is the foremost provider of a SaaS platform designed to streamline forecasting, ordering, production, and inventory optimization processes for food retailers. Our unified platform simplifies and enhances associate tasks, promoting smarter and more interconnected operations across Foodservice, Produce, Center, DSD, and eCommerce departments. With over 450+ retailers and 50,000+ stores relying on our mission-critical operations platform globally, customers have witnessed substantial enhancements in sales, shrinkage reduction, food safety, and sustainability throughout their stores. Role Overview The Senior Manager, New Customer Acquisition (NCA) Sales Team leads Upshop’s team of Account Executives responsible for acquiring new customers across grocery, non-grocery retail, and convenience retail. This leader plays a critical role in driving new logo growth by developing sales talent, enabling consistent execution, and accelerating Upshop’s penetration into adjacent market segments. The ideal candidate brings deep retail SaaS expertise and a strong coaching mentality. They excel at establishing scalable, repeatable new-logo motions in emerging or evolving markets and leverage modern tools—including AI-driven insights—to optimize activity quality, improve seller prioritization, and increase win rates. This leader also understands how to balance diverse selling styles while ensuring alignment to Upshop’s agreed-upon sales methodology and core value narrative. Key Responsibilities Team Leadership & Talent Development Serve as a hands-on coach focused on skill development, deal strategy, territory planning, and continuous performance improvement. Develop a diverse team of Account Executives by recognizing individual strengths and selling styles while reinforcing consistent, structured sales practices. Build a culture of accountability, learning, inclusion, and high achievement through structured operating rhythms, feedback, and individualized development plans. Use AI-driven tools and insights to support coaching conversations, improve activity quality, and drive efficiency across the team. Identify skill gaps and partner internally to provide training, tools, and development resources. Sales Strategy & Execution Build a sustainable and predictable pipeline engine for new customer acquisition, particularly in new or emerging markets where awareness and category maturity are still developing. Develop segment- and role-specific playbooks, messaging, and repeatable motions that increase seller effectiveness. Leverage AI-enhanced analytics to review seller activity, identify areas of highest impact, forecast accurately, and proactively address pipeline gaps. Drive operational excellence in qualification, territory coverage, pipeline management, and forecasting. Qualifications Required 7–10+ years of B2B SaaS sales experience, including 3+ years managing sales teams. Demonstrated success building sustainable, predictable pipelines in new or emerging markets. Experience using AI or analytics tools to evaluate activity patterns, improve focus, and enhance coaching effectiveness. Proven ability to lead diverse sales teams, leveraging individual strengths while maintaining alignment to a unified methodology. Strong experience selling into multi-unit retail organizations—grocery or convenience strongly preferred. Ability to coach and support Account Executives through complex, multi-stakeholder enterprise sales cycles. Strong analytical capabilities with proficiency in forecasting, pipeline management, and data-driven decision-making. Excellent communication, executive presence, and cross-functional collaboration skills. Ability to thrive in a fast-paced, high-growth environment. Preferred Experience in retail operations, inventory, supply chain, or in-store execution technology. Leadership experience across multiple adjacent verticals or sales segments. Familiarity with enterprise sales methodologies (MEDDICC, Challenger, Command of the Message, etc.). What We Offer Competitive compensation with performance-based incentives Comprehensive benefits package A collaborative, mission-driven culture The opportunity to shape the next phase of growth for a category-leading retail SaaS platform

• Design, develop, and maintain end-to-end automated tests using tools such as Cypress and WebDriverIO. • Implement and maintain API automation tests using Karate. • Write and maintain automated test scripts using JavaScript/TypeScript in Node.js–based environments. • Execute automated test suites, analyze results, identify defects, and work closely with engineering teams to drive resolution. • Contribute to test strategy, planning, and best practices for automation, regression, and performance testing. • Continuously improve test coverage, reliability, and execution efficiency. • Participate in code reviews and promote quality standards across the development lifecycle.

• Lead and manage engineering teams as they design, build, test, and deliver high-quality software on schedule, balancing efficiency, cost, and customer satisfaction. • Hire, onboard, train, and develop engineering talent; conduct regular one-on-ones, performance reviews, and team meetings to support career growth and performance objectives. • Set clear team goals and objectives aligned with departmental and company priorities. • Provide leadership, coaching, and motivation to drive accountability, ownership, and consistent execution. • Ensure timely resolution of escalations and partner with the Senior Director of Software Engineering on issues impacting delivery, quality, or timelines. • Design, code, review, and guide development of customer-facing features and backend services using technologies such as C#, React, PHP, and cloud-native services. • Monitor and report on team progress, sprint velocity, throughput, and delivery health.

• Manage and mentor a team of SRE and DevOps engineers. • Drive hiring, onboarding, and professional development. • Set clear goals and performance metrics. • Own system uptime, performance, and reliability. • Lead incident response and root cause analysis. • Define and monitor SLAs, SLOs, and SLIs. • Oversee cloud infrastructure (Azure). • Implement Infrastructure as Code (IaC) using tools like Terraform or other similar tools. • Drive automation of CI/CD pipelines and operational tasks. • Build and manage a DevSecOps process to connect CI/CD pipelines with AzureDevOps, Gitlab etc. • Implement and maintain monitoring, alerting, and logging systems. • Use tools like Datadog or other similar tools like Prometheus, Grafana, ELK stack. • Ensure infrastructure security and compliance with industry standards. • Collaborate with InfoSec teams on audits and vulnerability management. • Work closely with software engineering, product, and QA teams. • Advocate for DevOps and SRE best practices across the organization.