Account Executive

Toast; United States; Remote; USD 90,000 - 140,000; Full time

Job summary

Toast is seeking a Growth Account Executive to expand existing SMB POS customers, driving revenue through upsell opportunities and product adoption. You will manage the full sales cycle, from prospecting to close, while collaborating with cross-functional teams.

This primarily remote role is based in Sydney, Australia, with potential travel to assigned territories. A dynamic, high-velocity sales culture emphasizes performance and teamwork.

Qualifications

• 2+ years of quota-carrying sales experience in a closing role.
• Track record of success in a high-velocity B2B SaaS environment.
• Expertise in full-cycle sales: discovery, storytelling, negotiation, closing.

Responsibilities

• Manage full sales cycle for customer expansion within assigned SMB POS customer accounts.
• Use consultative selling to uncover pain points and position expanded product offerings.
• Own customer relationships through renewal and expansion while meeting quota.
• Maintain a structured sales pipeline in Salesforce and other tools.
• Demonstrate market/product expertise and articulate value against competitors.
• Collaborate with New Business, Services, and Implementation teams to drive satisfaction and growth.
• Apply proven sales methodologies to drive urgency and propositions.

Skills

Quota-carrying sales

High-velocity sales

Consultative selling

Account planning

Cross-functional collaboration

Storytelling

Negotiation

Tools

Salesforce

CRM tools

Job description

the company 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 the company's rapidly expanding Customer Growth (Upsell) Sales team! We empower existing SMB the company 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 the company 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, based in Sydney-Australia, but also may have occasional travel to assigned territory(s).

What you'll do (Responsibilities):

• Managing the full sales cycle for customer expansion, identifying and closing upsell opportunities within your assigned territory of existing the company 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 the company'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 the company 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 sales experience within the SMB, restaurant, hospitality, or retail sectors.

AI at the company

At the company 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.

**Our Spread* of Total Rewards**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.

How the company Uses AI in its Hiring Process

Throughout the hiring process, our goal is to get to know you. We use AI tools to support our recruiters and interviewers with tasks like note-taking, summarization, and documentation of interviews to ensure they can be fully focused on your conversation. All hiring decisions are made by people. We ask that you complete interviews and assessments on your own, without real-time AI tools, recording, or transcription bots, unless we tell you otherwise in advance. To learn more: https://careers.toasttab.com/ai-in-hiring

Our Approach to Hybrid Working

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:https://careers.toasttab.com/locations-the company

People Are the Secret Ingredient in Our Recipe for Success

At the company, 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 the company. 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.

the company 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 [e-mail].

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*For roles in the United States, it is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.*