Enterprise Account Executive

About Toast

Toast creates technology to help restaurants and local businesses succeed in a digital world, helping business owners operate, increase sales, engage customers, and keep employees happy.

Role Overview

We are looking for an Enterprise Sales Executive to lead efforts and expand Toast’s market share and presence in the Restaurant vertical through establishment and cultivation of ongoing relationships at the Senior Leadership level. This person will create demand by educating prospects on the Toast value proposition through demonstrations and presentations of products and services by communicating a compelling purchase rationale. The Enterprise vertical is in major growth mode for Toast and this position will have high visibility to Senior leadership!

A day in the life (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

What you'll need to thrive (Requirements)

• Combination and deep understanding of SaaS, hardware and service within the Restaurant Technology Industry is required
• 8+ years of relevant successful technology or professional services sales and account management experience
• Previous success in selling/leading sales efforts in environments with 6 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
• Experience in MEDDPICC Sales Qualification preferred
• Travel 30% or more

AI at Toast

At Toast, one of our company values is that we're hungry to build and learn. We believe learning new AI tools empowers us to build for our customers faster, more independently, and with higher quality. We provide these tools across all disciplines, from Engineering and Product to Sales and Support, and are inspired by how our Toasters are already driving real value with them. The people who thrive here are those who embrace changes that let us build more for our customers; it’s a core part of our culture.

Our Total Rewards Philosophy

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.