account executive in restaurant technology

Toast creates technology that helps restaurants and local businesses succeed in a digital world by enabling them to operate, increase sales, engage customers, and support their employees.

• Lead efforts to grow Toast market share in the multi-unit restaurant industry by building C-Suite relationships through research, cold-calling, and networking;
• Create demand by educating prospects on Toast products and solutions through demonstrations and presentations;
• Cultivate relationships with business partners selling and supporting complementary restaurant point-of-sale applications and services;
• Plan, direct, and coordinate sales support activities, including pipeline management through Salesforce;
• Manage all phases of the sales lifecycle, including lead development, client meetings, value propositions, financial deal structuring, contract negotiation, and closing;
• Analyze the competitive landscape and determine how to position Toast to win;
• Collaborate with Account Service and Implementation Teams to ensure sales expectations are met in delivery;
• Identify repetitive work and systematically streamline research, preparation, notes, follow-up, and list building;
• Prioritize accounts based on observable changes in operators’ businesses and disqualify unworkable accounts quickly;
• Maintain accurate, current, and deduplicated account and contact records;
• Resolve complex ownership structures, franchise groups, and multiple legal entities to identify and reach economic decision-makers;
• Research operators’ specific situations and build credibility through informed conversations;
• Flag inaccurate data, wrong contacts, and unreliable signals to improve team systems.

• 5+ Years of successful technology or professional services sales experience;
• Experience combining SaaS, Digital Marketing, and Restaurant Industry Technology;
• Successful experience selling or leading sales efforts with 6- to 12-month sales cycles;
• Proven skills in complex deal development, financial structuring, negotiations, and closing with new and existing clients;
• Comfortable with process-driven sales, reporting, and tracking;
• Strong written and presentation-based communication skills;
• Able to demonstrate a personally created repeatable process, template, or workflow that eliminates busywork;
• Demonstrated ability to learn new capabilities independently and apply them;
• Able to frame complex commercial problems clearly enough for tools, teammates, or support functions to act on them;
• Comfortable managing a territory as a portfolio and making deliberate coverage decisions across a large account base;
• Genuine curiosity about restaurant operations, including margins, labour, throughput, and differences between operators of different sizes;
• Comfortable working in build mode, contributing opinions as territory definition, processes, and tooling evolve;
• Nice to have: MEDDPICC Sales Qualification experience.

• Travel 30% or more;
• Competitive compensation and benefits programs;
• Benefits supporting a healthy lifestyle and flexibility for changing needs;
• Hybrid work model with regular time split between the office, home, the field, and in-person customer visits.