Expansion Account Executive

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 customer discovery, achieving sales quotas, and collaborating with cross-functional teams. You will utilize consultative selling techniques, manage your sales pipeline in Salesforce, and develop a strong understanding of the competitive landscape. The role is primarily remote but includes occasional field work within assigned territories. The ideal candidate will have proven sales experience, expertise in full-cycle sales, and a consultative approach. Toast offers competitive compensation and benefits.

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