Mid Market Account Executive

Mid Market Account Executive

Requirements

• 3-5+ years of B2B sales experience, managing full sales cycles, preferably with technology or service solutions.
• 2-3+ years of experience specifically selling into the Restaurant or Hospitality industry is strongly preferred, with proven experience working with multi-unit operators.
• Demonstrated history of meeting or exceeding sales quotas in a B2B environment.
• Bachelor’s degree preferred. Equivalent practical experience will be strongly considered.
• Background in B2B sales roles, ideally involving moderately complex or longer sales cycles. Direct experience selling to F&B or Hospitality sectors.
• Strong understanding of restaurant operations, business models, P&L drivers, and technology needs specific to multi-location chains.
• Proficient in CRM software (Salesforce preferred), Product Knowledge, Data Analysis interpretation.

Responsibilities

• Own the complete sales process for prospective Mid-market restaurant chain customers (15-50 locations), from initial discovery through negotiation and closing.
• Identify, research, and build a strong pipeline of potential restaurant chain clients through strategic outbound outreach and networking. Develop targeted engagement plans.
• Conduct effective discovery meetings to gain a deep understanding of prospective clients’ business operations, specific challenges, P&L structure, technology stack, and strategic goals within the restaurant context.
• Craft and deliver compelling, solutions-oriented presentations and product demonstrations that clearly articulate our value proposition and address the unique needs of multi-location restaurant operators.
• Effectively manage and track all sales activities, pipeline progression, and forecasting using Salesforce [or specified CRM], ensuring data accuracy and aiming to achieve assigned quotas.
• Lead contract negotiations, aiming for mutually beneficial agreements that demonstrate an understanding of the restaurant industry’s current market conditions and client needs.
• Skillfully address prospect objections and navigate complex organizational structures within restaurant groups.
• Ensure all necessary documentation and client information are accurately completed and communicated for a smooth transition to onboarding and customer success teams.
• Maintain and potentially grow relationships with clients post-onboarding, identifying opportunities for upsell or cross-sell where appropriate.

Preferred Qualifications

• Bachelor’s degree preferred. Equivalent practical experience will be strongly considered.
• 2-3+ years of experience specifically selling into the Restaurant or Hospitality industry is strongly preferred, with proven experience working with multi-unit operators.