Senior Enterprise Account Executive

Summary

Join Toast as a Senior Enterprise Account Executive and lead efforts to expand market share in the Sports & Entertainment industry. Cultivate relationships with key stakeholders, create demand through product demonstrations and presentations, and manage the sales pipeline using Salesforce. This role involves all phases of the sales lifecycle, from lead generation to contract negotiation and closing. Conduct market research, identify new sales opportunities, and collaborate with senior management to achieve sales goals. Work closely with the Client Success team to drive upselling and account growth. Understand the competitive landscape and position Toast strategically to win.

Requirements

• Combination of SaaS, Credit Card processing and 8+ years of selling into the Sports & Entertainment market and Industry Technology experience is required
• 8+ years of relevant successful technology or professional services sales leadership experience at the C-level is required
• 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
• Must have the ability to work with minimal supervision
• Comfortable working in an entrepreneurial environment
• Travel up to 50%

Responsibilities

• Cultivate relationships with business partner counterparts and account managers who sell and support complementary applications and services to point of sale systems serving the Sports & Entertainment and Food Service Management industries
• Plan, direct and coordinate sales support activities, including management of the sales pipeline throughToast sales tools (Salesforce)
• Ensure all targeted prospect/client contacts and engagement opportunities are recorded in the 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; to contract negotiation and closing
• Conduct market research to identify selling possibilities and evaluate customer needs
• Actively seek out new sales opportunities through cold calling, networking and social media
• Working with senior management to establish sales goals and increase market share & revenue growth within assigned accounts
• Work closely with the Client Success team to develop upselling and account growth within the accounts assigned
• Understand the competitive landscape (strengths, weaknesses, benefits) and determine how to position Toast to win

Preferred Qualifications

• Previous experience with MEDDPICC is a plus
• Previous success in selling/leading sales efforts in environments with 9 to 18 month sales cycles

Benefits

• We strive to provide competitive compensation and benefits programs that help to attract, retain, and motivate the best and brightest people in our industry
• Our total rewards package goes beyond great earnings potential and provides the means to a healthy lifestyle with the flexibility to meet Toasters’ changing needs
• Total Targeted Cash$239,000 — $382,000 USD
• This role qualifies for uncapped commissions
• We embrace a hybrid work model that fosters in-person collaboration while valuing individual needs