Account Executive, Payroll Sales

This is a fully remote position, open to applicants in New York.

📋 Description

• Take charge of the sales cycle for Commercial payroll opportunities, managing everything from prospecting to closing and handoff while meeting a full quota.

• Develop and oversee a qualified sales pipeline through outbound prospecting, inbound leads, referrals, partner introductions, and cross-sell opportunities.

• Conduct discovery sessions with restaurant owners, operators, and finance or payroll representatives.

• Provide customized demonstrations of Restaurant365 Payroll and Workforce Management.

• Utilize ROI tools to showcase measurable benefits, such as labor visibility, administrative efficiency, and compliance assistance.

• Address objections, negotiate within approved parameters, and finalize new business under standard terms.

• Identify cross-sell opportunities among current Restaurant365 customers.

• Maintain precise records in Salesforce and Gong, including next steps, closing dates, and forecasts.

• Ensure thorough handoffs to Implementation and Customer Success and keep new clients on track for going live.

• Collaborate with Sales Engineering, Marketing, Product, Implementation, Customer Success, and Revenue Operations.

• Stay updated on payroll essentials and challenges faced by restaurant operators.

• Leverage approved AI tools to enhance account research, preparation, productivity, and workflows while safeguarding confidential information.

• Solicit feedback and apply it to enhance outcomes.

• Complete payroll product training and certification within 30 days.

• Establish an active territory pipeline and independently conduct discovery and demonstrations within 60 days.

• Manage opportunities from initial discovery to closure and secure first deals within 90 days.

• Consistently meet quota with accurate pipeline management and forecasting in the first year.

⛳️ Requirements

• Over 5 years of relevant experience, with a proven track record of surpassing sales quotas; experience in software sales is preferred.

• Proven experience managing a complete sales cycle with a primary decision maker, including prospecting, discovery, demonstrations, and closing.

• Background in selling payroll, workforce management, HCM, HR, accounting, or business management software is preferred.

• Familiarity with payroll fundamentals, including tax filing, direct deposit, tip credit, overtime, PTO, and compliance issues.

• Ability to build a pipeline through both outbound and inbound strategies and convert qualified opportunities into actual revenue.

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

• Proficient in Salesforce or a similar CRM, with a focus on maintaining pipeline hygiene and accurate forecasting.

• Excellent written and verbal communication skills, with the ability to explain payroll and business concepts clearly.

• High energy, self-motivated, and comfortable in a results-oriented environment.

• A curious mindset and eagerness to integrate AI into daily tasks, with practical experience and sound judgment to verify output accuracy.

• Fluency in AI, including responsible use of approved tools, accuracy checks, and safeguarding confidential information.

• Trustworthy, ethical, and professional in all business interactions.

• Capability to work remotely.

🏝️ Benefits

• Comprehensive medical benefits, fully covered for the employee.

• 401k plan with matching contributions.

• Equity Option Grant.

• Unlimited PTO plus company holidays.

• Wellness initiatives.

• Fully remote work with flexibility and opportunities for virtual collaboration.