Account Executive, Mid-Market

Restaurant365 is transforming how restaurants run their businesses. Today, we help more than 50,000 restaurant locations manage their finances, operations, and people. As AI changes what's possible, we're reimagining how restaurant back offices operate—automating routine work, helping teams make better decisions, and giving restaurant leaders more time to focus on growing their businesses.

We're transforming how we work, too. AI is changing how we build products, solve problems, and deliver results for our customers. We're embracing new ways of working, moving faster, and creating opportunities for our people to make a greater impact.

At Restaurant365, our culture is built on ownership, collaboration, and continuous improvement. We believe in challenging ourselves, learning every day, and working together to achieve great results. We're looking for people who are curious, take initiative, and want to grow while helping shape the future of an industry.

• Own the full sales cycle for mid-market opportunities, from account planning and prospecting through close and handoff to implementation.

• Build and manage a qualified pipeline through outbound prospecting, inbound leads, referrals, partner introductions and cross-sell opportunities.

• Develop account plans for established regional groups, franchise organizations and multi-unit operators.

• Lead discovery with executive, finance, operations and HR stakeholders to identify business challenges, buying requirements and desired outcomes.

• Deliver tailored demonstrations and business cases that connect R365 solutions to measurable operational and financial value.

• Navigate multi-stakeholder buying processes, build consensus, manage mutual action plans, negotiate within approved guidelines and close new business against quota.

• Identify and develop expansion opportunities within existing R365 customers.

• Maintain accurate Salesforce and Gong records, including opportunity strategy, next steps, close plans and revenue forecasts.

• Partner with Sales Engineering, Marketing, Product, Implementation, Customer Success and Revenue Operations to advance opportunities and ensure customer readiness.

• Engage sales leadership for guidance on complex deal strategy, pricing and executive alignment while keeping ownership of the opportunity.

• Guide other sellers within their domain by sharing deal approaches, discovery techniques and business case examples.

• Find opportunities to automate and improve how work gets done across your role with approved AI and other tools, choosing the right tool for each task, refining your prompts, and reviewing outputs for quality and time saved.

• 3-5 years of full-cycle B2B SaaS sales experience, with a track record of closing deals in the 60,000 –200,000 ACV Range.

• A consistent record of quota attainment (e.g., consistently achieving 100%+ of a 600,000- 1,000,000+ annual quota) in full-cycle B2B sales, with experience selling SaaS or technology solutions to mid-market restaurant groups, franchise organizations, multi-unit operators or similarly complex mid-market businesses.

• Proven ability to manage complex, multi-stakeholder sales cycles with several active opportunities, business cases and executive decision makers.

• Strong prospecting, discovery, presentation, objection-handling, negotiation and closing skills.

• Ability to build credibility with business owners, operators, finance leaders and executive sponsors.

• Proficiency with Salesforce or a comparable CRM, with strong discipline around pipeline hygiene and forecast accuracy.

• Effective written and verbal communication, including the ability to explain complex concepts clearly.

• Curiosity and eagerness to use AI in your daily work, backed by hands-on experience, a good sense of what generative AI can and can't do, and the judgment to verify its outputs.

• Ability to travel up to 30% to meet clients.

• Builds pipeline through researched, multi-contact outreach into target accounts.

• Ties customer pain to business impact for several stakeholders and builds a customer-specific business case.

• Maps the buying group, multi-threads across roles, and keeps a written deal plan with a mutual timeline.

• Negotiates pricing and terms within guardrails, and supports the forecast with documented deal health.

• Guides other sellers on deals and practices.

Preferred

• Software sales experience selling to the restaurant or hospitality industry, especially accounting, payroll, workforce management or business management software.

• Accounting or restaurant management experience.

• Bachelor’s degree.

• Quota attainment and a qualified pipeline across assigned mid-market accounts.

• Opportunities with validated business impact, and accurate Salesforce and Gong records and forecasts.

• Complex deals advanced and closed with limited reliance on leadership for deal execution.

• Other sellers using the approaches and examples they share.

• Continuously improves AI workflows and shares successful practices and tips with teammates, for example patterns for account research, stakeholder mapping and ROI business cases.

• Uses approved AI tools, such as Glean, Gong and the AI features in Salesforce, to prepare for multi-stakeholder deals, reviews outputs for accuracy and protects confidential information.

• Uses Gong and deal health prompts to find stakeholder and next-step gaps, and keeps CRM records accurate so AI tools work from good data.