Account Executive
About the role
The Account Executive at AIO owns a geographic territory, generates pipeline independently, runs discovery calls, handles objections, and closes deals. This is a full-cycle sales role with a focus on consultative selling and building trust with skeptical restaurant operators.
Responsibilities
- Territory Ownership & Pipeline Generation
- Generate pipeline independently through outbound prospecting
- Maintain a pipeline at 3x quota coverage at all times
- Work closely with SDRs to maximize qualified appointment flow
- Qualify rigorously to ensure deals are winnable
- Deliver tailored product demos connecting AIO features to specific pain points
- Build and present commercial proposals clearly, understanding deal economics and discussing ROI
- Manage pipeline with discipline, forecasting accurately and communicating status to RSM weekly
- Customer Handoff & Onboarding
- Stay engaged through installation and initial onboarding
- Surface early customer feedback to product and customer operations teams
- Market Intelligence & Cross-Functional Contribution
- Provide structured feedback to Marketing on messaging effectiveness, recurring objections, and competitive intelligence
- Participate actively in team meetings, sales training, and pipeline reviews
Requirements
- 2–4 years of B2B SaaS sales experience with a track record of quota attainment
- Full-cycle sales experience: sourced, ran discovery, demoed, negotiated, and closed deals
- Genuine comfort with outbound prospecting
- Strong discovery and consultative selling instincts
- HubSpot proficiency for contact management, deal tracking, sequences, activity logging, and pipeline reporting
- Ability to run compelling, customized demos without relying on a script
- Clear, direct communication skills
- High adaptability in a fast-moving startup environment
- Prior experience working in a restaurant (as a server, manager, operator, or front/back-of-house role) is a plus
Qualifications
- Familiarity with Sandle, BANT, MEDDIC, SPIN, Challenger, or equivalent qualification and sales frameworks
Skills
- Outbound prospecting
- Discovery and consultative selling
- Product demonstrations
- Commercial proposal writing
- Pipeline management
- Customer relationship management
- Market intelligence gathering
- Team collaboration
Benefits
AIO offers a compensation structure directly tied to what you close, with top performers earning disproportionately. The company has real product-market fit in a market ready for disruption, offering short sales cycles and a supportive, high-performing team.
Pay
Compensation details are confidential and will be discussed during the interview process.
Schedule
The schedule is flexible and aligned with the needs of the business and the individual. Remote work is possible, but travel to client sites is required.