Mid Market Retail Account Executive

This is a fully remote position, open to applicants in United States.

📋 Description

• Identify and secure multi-location agreements in grocery, liquor, and convenience retail sectors.

• Develop a robust pipeline by conducting category research, cold calling, networking, and collaborating with SMB Retail teams.

• Conduct retail-focused discovery sessions with buying committees and convert operational requirements into Toast Retail business proposals.

• Showcase Toast Retail products and communicate the value and outcomes of the platform.

• Manage the entire sales process from lead generation and financial structuring to contract negotiation and closure.

• Work in conjunction with Account Service and Implementation teams on intricate retail installations and transitions.

• Navigate extended sales cycles and coordinate across operations, finance, IT, and merchandising.

• Collaborate with Legal, Deal Desk, Biz Ops, Finance, Product, Marketing, and Enablement to structure deals and enhance the sales process.

• Transform successful deal practices into discovery notes, demonstration sequences, and business case frameworks.

• Offer evidence-based feedback from retailers to inform the product development roadmap.

• Focus on achieving long-term realized revenue while safeguarding Toast’s financial interests.

• Uphold execution standards and manage Salesforce/GTM tech stack data; set conversion benchmarks.

• Report directly to the Manager of Mid Market Sales, Toast Retail.

⛳️ Requirements

• Over 5 years of demonstrated success in technology or professional services sales, preferably in SaaS, payments, or technology within the retail or restaurant industry.

• Proven success in sourcing and closing intricate, multi-stakeholder agreements, ideally in multi-location or upmarket settings.

• Established expertise in complex deal development, financial structuring, negotiation, and closure.

• Proficient in MEDDPICC or a similar qualification methodology.

• Strong discipline in pipeline management and forecasting.

• Exceptional customer engagement abilities and active listening skills.

• Excellent written and verbal communication skills, including experience engaging with executive stakeholders.

• Comfortable educating customers on US credit card processing, including surcharging and processing intricacies.

• Robust organizational skills alongside a process-oriented approach to selling, reporting, and tracking.

• Willingness to travel 30% or more.

🏝️ Benefits

• Competitive salary and benefits packages.

• Cash compensation that may include overtime, bonuses, or commissions if eligible.

• Equity options if applicable.

• Uncapped commission opportunities.

• Flexible working arrangements tailored to individual needs.

• Access to AI tools across various disciplines.

• Reasonable accommodations available for individuals with disabilities.