Senior Account Executive

Summary

Join Toast as a Senior Regional Mid-Market Sales Executive and drive sales growth in your assigned accounts. You will build a sales pipeline, manage the sales process for mid-market restaurant brands (16-40 units), and grow Toast's market share in the chain restaurant industry. This fully remote role involves cultivating C-suite relationships, educating prospects on Toast's value proposition, and collaborating with internal teams. You will manage all phases of the sales lifecycle, understand the competitive landscape, and ensure client expectations are met. The ideal candidate has extensive SaaS, digital marketing, and restaurant technology experience.

Requirements

• Combination of SaaS, Digital Marketing and Restaurant Industry Technology experience is required
• 8+ years of relevant successful technology or professional services sales leadership experience
• Previous success in selling/leading sales efforts in environments with 3 to 12 month sales cycles
• Proven sales skills in complex deal development, financial structuring, negotiations and closing with both new and existing clients
• Comfortable with process driven sales, reporting and tracking
• Strong written and presentation based communication skills are required
• Travel 30% or more

Responsibilities

• Lead efforts to grow Toast market share in the Chain Restaurant Industry through establishment and cultivation of ongoing relationships at the C-Suite level through research, cold-calling and networking to develop a qualified pipeline of prospects
• Create demand by educating prospects on the Toast value proposition of products and solutions through demonstrations and presentations communicating a compelling purchase rationale
• Cultivate relationships with business partner counterparts who sell and support complementary applications and services to point of sale systems serving the restaurant industry
• Plan, direct and coordinate sales support activities, including management of the sales pipeline through Toast sales tools (Salesforce)
• Involved in all phases of the sales lifecycle including: identifying and developing leads; meeting with clients; developing value propositions; financial deal structuring; contract negotiation and closing
• Understand the competitive landscape (strengths, weaknesses, benefits) and determine how to position Toast to win
• Collaborate with Account Service and Implementation Teams to ensure that expectations set during the sales process are met in delivery

Preferred Qualifications

Experience in MEDDPICC Sales Qualification preferred