Upsell Representative
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Job Description
Upsell Representative growing Arketa’s fitness and wellness software revenue through add-on and Payroll sales. Owning expansion conversations, demos, pipeline, and quota performance.
Responsibilities:
- Own the full expansion cycle for Arketa's add-on products across the existing customer base, from opportunity identification through close
- Pioneer and sell the new Payroll product alongside branded app, website, marketing, phone, and other add-on products
- Partner with Customer Success to identify and prioritize accounts using product usage and account data
- Run tailored demos and ROI conversations tied to studio goals
- Meet and exceed expansion and upsell quota
- Maintain accurate pipeline management and expert-level forecasting in HubSpot
- Build the sales playbook, including messaging, objection handling, and best practices for new products
- Provide structured product feedback to Payroll and Product teams
- Use Claude to research accounts, personalize outreach, and accelerate deals
- Represent Arketa internally and externally
- Collaborate with Sales, Customer Success, Payroll, and Product teams
Requirements:
- 2+ years in SaaS sales, account management, or expansion and upsell
- Experience selling into an existing customer base
- Comfortable being an early seller of new products and defining the pitch and playbook
- Strong value and ROI conversation skills
- Strong multi-product storytelling skills
- Excellent pipeline discipline and forecasting
- Proficiency with HubSpot
- Track record of exceeding quota
- Strong written and verbal communication skills
- Scrappy and resourceful
- Hands-on experience with AI, specifically Claude
- Comfortable with HubSpot, Avoma, and Nooks
- Passion for fitness, wellness, and helping studios grow
- BA/BS preferred, not required
- Exposure to payroll, fintech, accounting, or embedded finance products is a bonus
- Experience selling payroll or financial software to small businesses is a bonus
- Experience launching a brand-new product line or expansion motion 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 by the application form
Benefits:
- Stock options/equity
- Uncapped, performance-based commission
- Unlimited PTO
- Medical, dental and vision health insurance
- Fitness class reimbursement
- Parental leave policy
- Ownership and opportunity for advancement
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