Customer Growth Sales Account Executive

About the role

Join Toast's rapidly expanding Customer Growth (Upsell) Sales team! We empower existing SMB Toast POS customers to maximize their success by expanding their product offerings.

Responsibilities

• Manage the full sales cycle for customer expansion, identifying and closing upsell opportunities within your assigned territory of existing Toast SMB POS customers, from outbound prospecting to contract negotiation and close.
• Utilize consultative selling and discovery, conducting deep discovery to uncover customer pain points and business goals, leveraging consultative sales techniques to position Toast's expanded product offerings.
• Achieve quota attainment, consistently meeting and exceeding monthly sales revenue and unit booking targets.
• Execute pipeline management, maintaining a highly organized sales pipeline and activity records within Salesforce CRM and other essential tools.
• Demonstrate market and product expertise, developing a strong understanding of the competitive landscape to effectively position Toast solutions and articulate their unique value.
• Engage in cross-functional collaboration, partnering seamlessly with New Business, Services, and Implementation teams to ensure successful customer onboarding and satisfaction.
• Apply strategic sales methodology, using proven sales methodologies (e.g., Sandler) to uncover urgency, drive value, and create compelling propositions.

Requirements

• Proven sales acumen, including 2+ years of quota-carrying sales experience in a closing role (e.g., Business Development Representative, Account Executive), with a consistent track record of meeting and exceeding monthly sales performance goals.
• A track record of success in a high-velocity or high-volume, transactional B2B SaaS sales environment.
• Expertise in full-cycle sales skills, including deep discovery, compelling storytelling, persuasive negotiation, and effective closing techniques.
• A consultative approach, with the ability to act as a strategic consultant, challenging prospects' perspectives and driving new ways of thinking about their business.
• A growth and ownership mindset, being highly self-motivated, competitive, resilient, and taking strong ownership of results.
• Exceptional communication skills, including excellent written and verbal communication, coupled with strong time management and organizational abilities.
• The ability to adapt, with a proven capacity to thrive and adjust in a dynamic, rapidly evolving sales environment.

What will help you stand out

• Familiarity with Salesforce CRM.
• Experience with Sandler Sales Training or similar structured sales methodologies.
• Prior B2B sales experience within the SMB, restaurant, hospitality, or retail sectors.

Pay

The estimated Total Targeted Cash compensation range for this role is:

• Zone A: $148,000—$237,000 USD
• Zone B: $128,000—$205,000 USD
• Zone C: $115,000—$185,000 USD

Schedule

This role is primarily remote, working at home, but also spending occasional time in the field in your assigned territory(s).