Chicago, IL Territory Account Executive

As a Territory Account Executive at Toast in Chicago, IL, your primary responsibilities include generating a list of prospective restaurants, managing the entire sales cycle from initial contact to closing deals, and conducting demos tailored to meet the needs of potential clients. You’ll collaborate with various internal teams to ensure successful implementation and delivery of solutions, leverage Salesforce to track and manage sales activities, and stay informed about the competitive landscape to effectively position Toast in the market.

To qualify for the Territory Account Executive role at Toast, candidates should have at least one year of experience in a sourcing or closing sales position, preferably in restaurant operations or a related field. Essential skills include strong communication, organizational, and presentation skills, along with a proven track record of meeting sales goals. Familiarity with Salesforce CRM and a proactive, adaptable attitude are also beneficial in this fast-paced environment.

The estimated Total Targeted Cash compensation for the Territory Account Executive position at Toast ranges from $129,000 to $206,000. This package includes a base salary, commission, and potential eligibility for equity and other benefits, highlighting the uncapped earning potential within this role. Salary specifics will be determined based on skills, experience, and geographical location.

Working as a Territory Account Executive at Toast, you can expect a dynamic and supportive work environment. This field sales role involves being self-motivated and creative, often working from a home office while having reliable transportation for local travel. Collaboration with diverse teams across the company is crucial to ensure that customer expectations are met, allowing for a fast-paced, entrepreneurial atmosphere where you can thrive.

Toast is committed to fostering a diverse and inclusive workplace, recognizing that our employees are integral to our success. We embrace diversity within the restaurant industry and strive to create equitable opportunities for all. Through a culture of authenticity, respect, and trust, Toast aims to lead by example, implementing inclusive principles in our hiring processes and company practices to ensure everyone has the opportunity to thrive.

In your answer, focus on highlighting your systematic approach to sales, from prospecting and research to relationship-building and closing deals. Share specific examples of how you assess client needs, conduct effective demos, and follow up strategically to maximize opportunities. This demonstrates your organized and thoughtful sales strategy.

Explain how you use Salesforce to manage leads, track sales activities, and analyze performance metrics. Emphasize your ability to stay organized and informed about your pipeline, which ultimately contributes to successful deal closures. Providing examples of how CRM insights have informed your strategy will make your answer stand out.

Discuss various ways to gather market intelligence, including competitor analysis, client feedback, and industry trends. Highlight your proactive approach to continuously monitor competitors’ strengths and weaknesses, and explain how this information helps you position Toast’s offerings effectively.

Share a specific success story where you identified a prospect's pain points and tailored your pitch accordingly. Focus on the strategies you used to nurture the relationship, address concerns, and ultimately close the sale, showcasing your consultative sales skills.

Provide an overview of how you prioritize tasks and manage your schedule effectively. Share any tools or methods you use to stay organized, allocate time for prospecting, client meetings, and follow-ups, ensuring that you maximize your productivity in the field.

Explain your approach to understanding a client's specific needs, business goals, and challenges. Discuss how you tailor your presentation and proposal to effectively demonstrate how Toast’s solutions can address their unique circumstances, which illustrates your customer-centric mindset.

Discuss the importance of active listening when addressing objections. Share techniques you use to empathize with client concerns, provide reassurance, and pivot the conversation toward the value Toast offers. Demonstrating confidence and poise will reflect positively on your negotiation skills.

Select a relevant challenge and explain the strategies you used to overcome obstacles. Focus on your goal-setting process, adaptability, and resourcefulness in achieving your target, as it showcases your determination and results-oriented approach.

Share your insights into Toast’s unique value proposition, including its commitment to restaurant success and innovative solutions. This question is an opportunity to demonstrate your knowledge of the industry and convey your excitement for representing the brand.

Express your passion for the restaurant industry and your desire to contribute to a company that values diversity and innovation. Emphasize how Toast aligns with your career goals and how you can add value through your sales expertise. Authentic enthusiasm can create a strong connection with the interviewer.