Atlantic County, NJ Territory Account Executive

As a Territory Account Executive at Toast, your main responsibilities include generating a list of prospective restaurants, managing the entire sales cycle from the first call to closing the deal, conducting product demos, and developing tailored solutions for restaurants in your local area. You'll also collaborate with various teams to ensure that the delivery matches the promises made during the sales process. Proficiency in using Salesforce to track your sales activities is crucial, as is understanding the competitive landscape to effectively position Toast in the market.

To qualify for the Territory Account Executive role at Toast, you should have at least 1+ years of experience in a professional sales role or restaurant operations. Strong communication, organizational, and presentation skills are essential, as well as a track record of meeting and exceeding sales goals. You must also have reliable transportation, as this is a field sales position. While not required, experience with Salesforce and familiarity with Sandler Sales Training could give you an advantage when applying.

At Toast, we proudly embrace diversity, equity, and inclusion in every aspect of our business, including the Territory Account Executive role. We recognize that the restaurant industry is one of the most diverse sectors, and we promote an inclusive culture where every employee feels valued and respected. We focus on creating equitable opportunities for all, ensuring our workplace reflects the diversity of the community we serve. This commitment is embedded in our hiring process and overall company values.

The compensation for the Territory Account Executive role at Toast includes a base salary, commission, and potential equity opportunities. The total targeted cash compensation ranges from $129,000 to $206,000 USD, with uncapped commissions available based on your performance. The starting salary will be determined based on your skills, experience, and geographic location, allowing for competitive earnings potential in this dynamic role.

Toast is committed to the professional growth of its employees, including those in the Territory Account Executive role. We provide access to various training programs, including sales training methodologies like Sandler Sales Training. Additionally, you'll receive ongoing support from your team and resources to enhance your skills in sales and restaurant operations. Our hybrid work model also encourages collaboration and in-person learning to foster a strong culture of development.

When answering this question, provide specific examples of your past sales roles and how you've met or exceeded your quotas. Highlight aspects of your experience that align with the responsibilities of the Territory Account Executive at Toast, such as managing the sales cycle, building client relationships, or demonstrating products effectively.

Discuss your strategy for researching the restaurant, understanding their needs, and tailoring your pitch accordingly. Emphasize the importance of relationship-building and presenting solutions that directly address the prospect's challenges to create meaningful conversations.

Mention tools like Salesforce, which Toast uses, and explain how you've used sales management software in your previous roles. Talk about your experience with tracking sales activities, analyzing data, and using reports to inform your sales strategy.

Share specific techniques you use for objection handling, such as active listening, empathizing with the prospect's concerns, and providing data or success stories that counter the objections. Demonstrating confidence and adaptability in overcoming challenges is crucial for this role.

This is an opportunity to showcase your enthusiasm for the industry. Discuss any personal connections to restaurants, your understanding of industry challenges, or your belief in the importance of supporting local businesses. Showing genuine interest can set you apart as a candidate.

Mention criteria you use to evaluate your prospects, such as potential revenue, fit with your product, or time sensitivity. Emphasize your organizational skills and your ability to focus on high-potential opportunities while maintaining a balanced pipeline.

Use the STAR method (Situation, Task, Action, Result) to walk the interviewer through a specific instance where your efforts led to exceeding sales goals. Be sure to quantify your results to highlight your impact.

Discuss how you actively seek industry knowledge through news articles, attending industry events, and networking with other professionals. Show your proactive approach to staying informed will benefit your role as a Territory Account Executive.

Explain your approach to maintaining relationships post-sale, such as follow-ups and soliciting feedback from clients. Highlighting the importance of customer satisfaction in driving referrals and repeat business is an essential element of the Territory Account Executive role.

Articulate your career aspirations related to sales or the restaurant industry, and explain how joining Toast aligns with those goals. Demonstrating a long-term vision can showcase your commitment and passion for the role.