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! 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): As a Flex Growth Account Executive, you will 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. • Utilizing 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. • Owning full customer relationship lifecycles through renewal and expansion while consistently achieving quota and unit booking targets. • Executing pipeline management, maintaining a highly organized sales pipeline and activity records within Salesforce CRM and other essential tools. • Demonstrating market and product expertise, developing a strong understanding of the competitive landscape to effectively position Toast solutions and articulate their unique value. • Engaging in cross-functional collaboration, partnering seamlessly with New Business, Services, and Implementation teams to drive customer satisfaction, growth, and retention outcomes. • Applying strategic sales methodology, using proven sales methodologies (ex. Sandler) to uncover urgency, drive value, and create compelling propositions. What you'll need to thrive (Requirements): We're looking for a driven and adaptable sales professional with: • 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. What will help you stand out (Nonessential Skills/Nice to Haves): • Familiarity with Salesforce CRM. • Experience with Sandler Sales Training or similar structured sales methodologies. • Prior B2B