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. Manage the full sales cycle, from prospecting to closing deals, and utilize consultative selling techniques to uncover customer needs. Meet and exceed monthly sales targets, maintain a well-organized sales pipeline, and develop a strong understanding of the competitive landscape. Collaborate with cross-functional teams to ensure successful customer onboarding and satisfaction, and apply strategic sales methodologies to create compelling propositions. This is a primarily remote role with occasional field work in assigned territories.

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
• Utilizing 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
• Achieving quota attainment, consistently meeting and exceeding monthly sales revenue and unit booking targets
• Executing pipeline management, maintaining a highly organized sales pipeline and activity records within Salesforce CRM and other essential tools
• Demonstrating market and product expertise, developing a strong understanding of the competitive landscape to effectively position Toast solutions and articulate their unique value
• Engaging in cross-functional collaboration, partnering seamlessly with New Business, Services, and Implementation teams to ensure successful customer onboarding and satisfaction
• Applying 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