Customer Growth Sales Account Executive

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

About the role

As a Growth Account Executive, you’ll manage a book of existing SMB customers with a goal of driving revenue through expansion and product adoption. This is a full-cycle, primarily remote role where you’ll partner with cross-functional teams to deliver value across the Toast platform. Occasional in-field work in your assigned territory(s) is required. Our sales culture blends competitive drive with collaborative spirit, prioritizing team success.

Responsibilities

• Drive revenue growth by managing 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 to uncover customer pain points and business goals, positioning Toast’s expanded product offerings.
• Consistently meet and exceed monthly sales revenue and unit booking targets (quota attainment).
• Maintain a highly organized sales pipeline and activity records within Salesforce CRM and other essential tools.
• Develop a strong understanding of the competitive landscape to effectively position Toast solutions and articulate their unique value.
• Partner seamlessly with New Business, Services, and Implementation teams to ensure successful customer onboarding and satisfaction.
• Apply proven sales methodologies (e.g., Sandler) to uncover urgency, drive value, and create compelling propositions.

Requirements

• 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.
• Experience in a high-velocity or high-volume, transactional B2B SaaS sales environment.
• Expertise in full-cycle sales skills: deep discovery, compelling storytelling, persuasive negotiation, and effective closing techniques.
• Consultative approach: ability to act as a strategic consultant, challenging prospects’ perspectives and driving new ways of thinking about their business.
• Growth and ownership mindset: highly self-motivated, competitive, resilient, and takes strong ownership of results.
• Exceptional written and verbal communication skills, coupled with strong time management and organizational abilities.
• Proven ability to thrive and adapt in a dynamic, rapidly evolving sales environment.

Skills

Nonessential but advantageous:

• 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.

AI at Toast

Toast values learning and innovation, providing AI tools across all disciplines—from Engineering and Product to Sales and Support—to empower employees to build faster, more independently, and with higher quality. Thriving at Toast means embracing change to drive customer value.

Pay

Total Targeted Cash (base salary, commission, and bonus if eligible) ranges from $115,000 to $185,000 USD. This role qualifies for uncapped commissions. Starting salary is determined by skills, experience, and geographic location. Additional total rewards include benefits and equity (if eligible).

Benefits

Toast offers a competitive total rewards package designed to support a healthy lifestyle and meet evolving employee needs. Learn more at Toast Benefits.