[Hiring] Account Executive @Toast

Role Description

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. As a Growth Account Executive, you’ll grow and manage a portfolio of SMB accounts, 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.

Note: this is a role where you will be primarily remote, working from home, but also may have occasional travel to assigned territory(s).

What you'll do (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.
• Own full customer relationship lifecycles through renewal and expansion while consistently achieving quota 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 drive customer satisfaction, growth, and retention outcomes.
• Apply strategic sales methodology, using proven sales methodologies (ex. Sandler) to uncover urgency, drive value, and create compelling propositions.

Qualifications

• Proven sales acumen, including 2+ years of quota-carrying sales experience in a closing role (ex. 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 focused on product adoption & value realization, acting as a strategic consultant to challenge prospects' perspectives and drive new ways of thinking about their business.
• A growth and ownership mindset leveraging data & account planning, being highly self-motivated, competitive, resilient, and taking strong ownership of results.
• Exceptional communication skills and cross-functional orchestration, including excellent written and verbal communication, coupled with strong time management and organizational abilities.
• The ability to adapt and perform issue triage & troubleshooting, with a proven capacity to thrive and adjust in a dynamic, rapidly evolving sales environment.

Requirements

• 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.

Benefits

• Competitive compensation and benefits programs that help to attract, retain, and motivate the best and brightest people in our industry.
• Programs that provide the means to a healthy lifestyle with the flexibility to meet Toasters’ changing needs.

Company Description

At Toast 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.

People Are the Secret Ingredient in Our Recipe for Success. At Toast, our employees are our secret ingredient—when they thrive, we thrive. The restaurant industry brings together people with a wide range of backgrounds, experiences, and perspectives, and we value that same breadth at Toast. We strive to build a culture grounded in authenticity, respect, and humility, where every Toaster has a real opportunity to grow, contribute, and do their best work—raising the bar in delivering exceptional experiences for our customers and each other.

Toast is committed to creating an accessible and inclusive hiring process. As part of this commitment, we strive to provide reasonable accommodations for persons with disabilities to enable them to access the hiring process. If you need an accommodation to access the job application or interview process, please contact [email protected] .