πNetherlands
Expansion Account Executive

Toast
π΅ $115k-$184k
πRemote - United States
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Summary
Join Toast's Customer Growth (Upsell) Sales team as a Growth Account Executive and drive revenue by expanding product offerings for existing Toast POS customers. This full-cycle role involves managing the sales cycle, conducting deep discovery to uncover customer needs, achieving sales quotas, and collaborating with cross-functional teams. You will utilize consultative selling techniques, maintain a sales pipeline in Salesforce, and develop market expertise. The role is primarily remote but includes occasional field work. The company offers competitive compensation and benefits, including uncapped commissions.
Requirements
- Proven sales acumen, including 2+ years of quota-carrying sales experience in a closing role (ex. Business Development Representative, Account Executive), with a consistent track record of meeting and exceeding monthly sales performance goals
- A track record of success in a high-velocity or high-volume, transactional B2B SaaS sales environment
- Expertise in full-cycle sales skills, including deep discovery, compelling storytelling, persuasive negotiation, and effective closing techniques
- A consultative approach, with the ability to act as a strategic consultant, challenging prospects' perspectives and driving new ways of thinking about their business
- A growth and ownership mindset, being highly self-motivated, competitive, resilient, and taking strong ownership of results
- Exceptional communication skills, including excellent written and verbal communication, coupled with strong time management and organizational abilities
- The ability to adapt, with a proven capacity to thrive and adjust in a dynamic, rapidly evolving sales environment
Responsibilities
- Manage the full sales cycle for customer expansion, identifying and closing upsell opportunities within your assigned territory of existing Toast POS customers, from outbound prospecting to contract negotiation and close
- Utilize consultative selling and discovery, conducting deep discovery to uncover customer pain points and business goals, leveraging consultative sales techniques to position Toast's expanded product offerings
- Achieve quota attainment, consistently meeting and exceeding monthly sales revenue and unit booking targets
- Execute pipeline management, maintaining a highly organized sales pipeline and activity records within Salesforce CRM and other essential tools
- Demonstrate market and product expertise, developing a strong understanding of the competitive landscape to effectively position Toast solutions and articulate their unique value
- Engage in cross-functional collaboration, partnering seamlessly with New Business, Services, and Implementation teams to ensure successful customer onboarding and satisfaction
- Apply strategic sales methodology, using proven sales methodologies (ex. Sandler) to uncover urgency, drive value, and create compelling propositions
Preferred Qualifications
- Familiarity with Salesforce CRM
- Experience with Sandler Sales Training or similar structured sales methodologies
- Prior B2B sales experience within the SMB, restaurant, hospitality, or retail sectors
Benefits
- Competitive compensation and benefits programs
- Uncapped commissions
- Hybrid work model
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