Customer Growth Sales Account Executive, Flex

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! We 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 role where you’ll partner with cross-functional teams to deliver value across the Toast platform. Our sales culture is a dynamic blend of competitive drive and collaborative spirit, where winning as a team is paramount. This is a primarily remote role where you will work from home but spend occasional time in the field in your assigned territory(s).

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, leveraging consultative sales techniques to position Toast's expanded product offerings.
• Achieve quota attainment by consistently meeting and exceeding monthly sales revenue and unit booking targets.
• 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.
• Use 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.
• 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: highly self-motivated, competitive, resilient, and taking strong ownership of results.
• Exceptional written and verbal communication skills, coupled with strong time management and organizational abilities.
• Proven capacity to thrive and adjust in a dynamic, rapidly evolving sales environment.

Skills

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.

About Toast’s AI Initiatives

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.

Pay

The estimated Total Targeted Cash compensation range for this role is listed below. Total Targeted Cash includes base salary, commission, and bonus (if eligible). This role qualifies for uncapped commissions. The starting salary will be determined based on skills, experience, and geographic location. In addition to cash compensation, our total rewards components include benefits and equity (if eligible).

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

Learn more about how we align pay with local labor markets in our Geographic Pay Zone Philosophy.

Benefits

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.

Learn more about our benefits at Toast Benefits.

Schedule

We embrace a hybrid work model that fosters in-person collaboration while valuing individual needs. Our goal is to build a strong culture of connection as we work together to empower the hospitality community, regardless of location. Please visit the Locations page on our career site to learn more about our in-office expectations by region.