Account Executive

About the role

The Account Executive at AIO owns a territory from first conversation to closed deal, staying close to customers through installation and onboarding to ensure they get value. This is a full-cycle sales role, combining consultative selling with a relentless drive to close.

Core Responsibilities

• Territory Ownership & Pipeline Generation
• Generate pipeline independently through outbound prospecting: calls, in-person visits to restaurant locations, and targeted outreach to owners and decision-makers
• Maintain a pipeline at 3x quota coverage at all times; flag gaps early and close them through your own activity
• Discovery & Qualification
• Run thorough discovery calls to understand each operator's current tech stack, operational pain points, decision-making process, and timeline
• Qualify rigorously - not every restaurant is the right customer today, and time spent on poor-fit deals is time not spent on winnable ones
• Build a clear picture of the buying committee: who influences, who decides, who needs to be in the room for the demo
• Product Demos & Proposal
• Deliver tailored product demos that connect AIO features directly to the specific pain points uncovered in discovery - no generic walkthroughs
• Handle objections with confidence and honesty; if something is not right for the customer today, say so and revisit when timing changes
• Build and present commercial proposals clearly; understand your own deal economics and be comfortable discussing ROI with operators
• A/B testing on demo formats and messaging - what resonates with QSR operators may land differently with fine dining - and share what you learn
• Pipeline Management & Closing
• Move deals through the pipeline with discipline - each stage should have clear exit criteria and a defined next step before you leave the conversation
• Forecast your pipeline accurately and honestly. Communicate pipeline status and deal risk to your RSM weekly - no surprises at end of quarter
• Closing with urgency and without desperation; operators respond to confidence, clarity, and a compelling reason to move now
• Keep HubSpot current at every stage - deal notes, contact records, next steps, and close dates must reflect reality, not optimism
• Customer Handoff & Onboarding
• Own the transition from closed deal to live customer - you introduced AIO, you set the expectations, you are responsible for making sure the handoff to the Field Operations and Installation team is clean
• Stay engaged through installation and initial onboarding; customers who feel abandoned after signing churn faster and refer less
• Surface early customer feedback to the product and customer operations teams - you are closest to the customer in the first 90 days
• Build relationships that generate referrals; a restaurant operator who loves AIO knows twenty others who should
• Market Intelligence & Cross-Functional Contribution
• Provide structured feedback to Marketing on what messaging lands, what objections recur, and what competitive intelligence you are picking up in the field
• Stay current on restaurant industry trends, competitor offerings, and the operational challenges facing operators in your territory
• Participate actively in team meetings, sales training, and pipeline reviews - your market knowledge makes the whole team sharper

What We're Looking For

• 2–4 years of B2B SaaS sales experience with a track record of quota attainment - restaurant tech, hospitality technology, or SMB-focused SaaS is a strong advantage
• Full-cycle sales experience: you have sourced, run discovery, demoed, negotiated, and closed - not just one part of the funnel
• Genuine comfort with outbound prospecting; you do not wait for the phone to ring, and you are not afraid to walk into a restaurant and introduce yourself
• Strong discovery and consultative selling instincts - you ask better questions than you give answers, and you listen to what the customer is actually saying
• Sloppy CRM hygiene is a performance issue here, not an administrative one
• Ability to run compelling, customized demos without leaning on a script. Clear, direct communicator - with customers, with SDRs, and with internal stakeholders
• High adaptability in a fast-moving startup environment; the playbook is still being written, and you will help write it
• Familiarity with Sandle, BANT, MEDDIC, SPIN, Challenger, or equivalent qualification and sales frameworks

Nice to Have

• Prior experience working in a restaurant - as a server, manager, operator, or any front- or back-of-house role
• Experience selling directly to restaurant owners, GMs, or multi-unit operators - you know how they think, what they distrust, and what actually moves them
• Familiarity with restaurant POS systems, kitchen display systems, or hospitality tech platforms

This Is Not

• An order-taking role. AIO does not have a large brand presence that opens doors: you open doors.
• If you are looking for a well-worn enterprise sales process with full SDR coverage, a large marketing team, and a mature brand, this is not the right fit.
• If you want to own your territory, build something real, and be rewarded for what you close, you will thrive here.