Enterprise Account Manager

The National Restaurant Association and National Restaurant Association Educational Foundation represent a dynamic, diverse, and inclusive industry grounded in trust, hospitality, collaboration, and innovation. This role will drive sales strategies for industry-leading training and certification products, including ServSafe, ServSuccess, National Registry of Food Safety Professionals, and American Hotel and Lodging Educational Institute.

About the role

As the Enterprise Account Manager, you will manage a portfolio of high-profile national accounts across restaurant chains with 150+ locations. The role involves developing and executing sales strategies for risk mitigation product lines, collaborating with corporate contacts, and supporting franchise communities to drive program adoption and growth.

This is a fully remote individual contributor role within the United States (company-approved territory) with approximately 25% travel for key account visits, tradeshows, and industry events.

Responsibilities

• Drive revenue growth by executing sales strategies, achieving product penetration goals, and expanding business within assigned accounts.
• Build and manage a strong sales pipeline through prospecting, lead generation, and active participation in industry events.
• Develop and maintain relationships across all levels of customer organizations using a consultative approach to identify needs and deliver solutions.
• Create and execute account and territory plans, including forecasting, pipeline management, and performance tracking against targets.
• Increase account value by driving product adoption, optimizing pricing, and maximizing profitability through effective negotiation and contract management.
• Collaborate cross-functionally and with customers to implement programs, solve problems, and support long-term account success.
• Maintain accurate sales activity, pipeline, and account data in CRM systems and leverage tools for lead development.
• Monitor industry trends and provide insights to inform sales strategy, product positioning, and organizational improvements.
• Communicate effectively with leadership and stakeholders on sales performance, opportunities, and market dynamics.
• Manage contract compliance, revenue collection, and travel budgets to support overall business objectives.

Requirements

• Bachelor’s degree preferred in any major and/or combination of experience.
• Minimum of 7+ years of experience in strategic selling of SAAS, training, certification, or e-learning products within the restaurant, retail, training market, or related fields.
• Excellent prospecting and sales experience with a continuous learning mindset.
• Previous experience leveraging sales database or Salesforce.
• Demonstrated track record of meeting or exceeding sales goals for consecutive years.
• Excellent presentation skills to key stakeholders, including business owners, HR executives, Training and Development Directors, C-suite executives, and other decision-makers or influencers.
• Strong familiarity with technology used to deliver e-learning, including high-level technical acumen (SSO, API, web services, etc.).
• Ability to understand and sell products effectively for multiple brands.
• Demonstrated capacity to develop and build relationships, present and demonstrate products persuasively, negotiate, and close deals.
• Ability to work independently and as part of a team; self-starter with strong organizational, time management, and problem-solving skills.
• Exceptional analytical and critical thinking skills.
• Thoughtful interpersonal and diplomacy skills; ability to interact and communicate effectively at all levels of an organization.
• Mastery of Microsoft Office programs (Word, Excel, PowerPoint, Outlook) and ability to learn other software programs as needed.
• Strong work ethic and high degree of integrity.
• Highly adaptable; ability to work well under pressure in a fast-paced and fluid environment.
• Strategic vision in areas of business, sales, and the hospitality industry, with sound decision-making abilities.

Pay

Compensation includes a competitive base salary plus a variable sales incentive, structured at 80% base and 20% performance-based earnings.

Benefits

• Outstanding healthcare coverage (medical, dental, and vision).
• Competitive salaries and generous vacation and leave time.
• Matching 401(k) plan.
• Corporate discounts and memberships.
• Programs to support career and skills development, including learning and tuition assistance.