Enterprise Account Executive

Summary

Join Olo, a leading SaaS platform in the restaurant industry, as a motivated Account Executive. You will focus on building relationships with large global multi-unit restaurant brands (100+ unit locations). This role blends technical aptitude, presentation skills, and sales acumen to drive business growth. You will be responsible for closing and renewing business, collaborating with the account team, and building strategic account plans. The position offers remote work flexibility within the U.S. or at Olo's NYC headquarters. Olo provides a comprehensive benefits package and a competitive salary.

Requirements

• 7+ years of experience, including 3+ years in an Enterprise sales role, preferably selling in the hospitality/restaurant industry, a B2B SaaS/software, or a payment solution
• You’re a great collaborator, able to communicate with multiple internal departments about client feedback and plans, and work cross-functionally to solve problems
• You are scrappy and thrifty, you get the job done
• You know how to navigate complex orgs- internally and externally with customers
• You are comfortable working on many deals/projects at once, and you understand how to balance hunting new business while managing renewal cycles and upsells
• You are comfortably geeky- you're good at demonstrating some pretty advanced stuff, and proficient in PowerPoint, Excel (can maintain complex spreadsheets), CRM, and data analytics tools
• You have experience deciphering legal contracts and navigating contract negotiations
• Demonstrated experience in: Pipeline Generation: you work with an ecosystem (marketing, partners, SDRs) to generate pipeline, and cover the pipeline gap on your own
• Demonstrated experience in: Territory & Account Planning: you use a thorough and strategic plan for your territory that allows you to identify and prioritize for sales campaigns against your whitespace
• Demonstrated experience in: Qualification: you conduct excellent discovery and adopt a structure to determine whether to continue the sales conversation
• Demonstrated experience in: Champion Building: you demonstrate an ability to identify, build, and manage key stakeholders throughout the process
• Demonstrated experience in: Sales Process & Execution: you adopt a standard sales process or methodology, clearly articulating the specific actions that each role is responsible for within the process
• Demonstrated experience in: Preparation & Presentation: you arrive for each key conversation with an agenda and set questions, and follow up with thoughtful discussion points and next steps
• Demonstrated experience in: Industry & Product Knowledge: you have experience selling platform-based products

Responsibilities

• Close and renew business for Olo’s enterprise customers and prospects (100+ locations)
• Drive collaboration for the account team throughout the Olo sales process, including but not limited to the following sales activities: executing on outbound campaigns for generating pipeline, setting and running customer meetings including related preparation, delivery of follow up material, addressing competitive thread, commercial negotiations, etc, in order to ultimately drive a successful sales campaign
• Quarterback the account team to build strategic account plans that uncover revenue opportunities, identifies key stakeholders, and maintains a vision for Olo’s top accounts
• Build and maintain champions within your book of business to develop and cultivate relationships throughout organizations of target restaurants and their partners, and deepen Olo’s presence within the account
• Find a great solution for each client using an understanding of their business, financial skills, sales process, and creativity
• Collaborate with the Customer Experience team post sale to guarantee a successful program launch and continue to ensure value is delivered to the client just as they expected

Benefits

• 20 days of paid time off
• 10 separate sick days
• 11 holidays, plus year-end closure
• Health, dental, and vision coverage for yourself and your family
• A 401k match
• Remote-office stipend
• Company equity
• A generous parental leave plan
• Volunteer time off
• Gift matching policy
• Remote work