Enterprise Account Executive

New York City

Sales

Hybrid

Full-time

About Bikky

Restaurants are the heart of our communities - where we go to celebrate life’s memorable moments with those we love, and find comfort and familiarity in the world. 

But while the digital and data revolutions have transformed other parts of commerce and hospitality, restaurants haven’t had the same opportunity. The result has been an industry that’s - on average - had their profit margins shrink by 5x over the past 20 years.

Bikky was founded on the belief that restaurants deserve the same access to data as the largest, most sophisticated businesses in the world. We believe that data can fundamentally transform the economic model of the entire restaurant industry - producing better businesses, more jobs, and stronger communities.

Bikky is based in New York City and has raised over $15 million in funding to date, most recently with a Series A in Q4 2023. We’re proud to serve thousands of restaurant locations across the U.S., including major brands like Dave’s Hot Chicken, MOD Pizza, Long John Silver’s, and Eggs Up Grill. 

About the role 

Bikky is looking for our first ever Enterprise Account Executive to join our growing team. At Bikky, our Account Executives are responsible for the full deal cycle: creating opportunities for new business, cultivating relationships with prospects, and ultimately proving the value of Bikky to close deals with the country’s leading and fastest growing restaurant brands. As the first Enterprise Account Executive, you will work directly with the founders to refine the playbook for Enterprise sales - a critical role for the company’s growth. 

This role will be pivotal in further establishing and then growing Bikky’s brand among the country’s top restaurant groups. This role involves a mix of strategic planning, sales execution, and cross-functional collaboration to ensure that all efforts are focused on the right prospects - always driving towards the success of the customer. Using a consultative approach to sales, you’ll uncover the prospective customers’ goals, objectives, and data needs, then demonstrate how Bikky will be a critical tool in achieving those goals and measuring their business performance. 

This role is also an opportunity to build and get creative - we’re early on in this journey and looking for a partner to the founding team in crafting the most effective and efficient enterprise sales funnel. You’ll collaborate with the rest of the company, ensuring that product and process feedback is heard across teams and that everyone is aware of predominant industry trends. 

About you

• You know that sales is strategic. You take a thoughtful and creative approach, tailoring every conversation to best demonstrate unique value to each prospect.
• You never back down from a challenge. Both rejection and validation are motivation to continue honing your craft. You’re relentless and you always get up and try again. 
• No task is too big or too small. You’re motivated to go after the “whales”, yet ready to roll up your sleeves and mentor other members of the sales team. 
• You remain calm under pressure. You're confident in your craft, so you thrive on sales pressure and already remain steady and measured. 
• You believe the best process is crafted through experimentation. You don’t want to be handed the playbook, you want to test and iterate until you build the best process unique to Bikky.
• You’re excited about the Bikky product! You believe in our mission and vision to help restaurants understand their guest journey and to empower local communities, and you are excited to share it with the world. 

Responsibilities

• Own the full sales funnel for enterprise restaurant groups with greater than 200 locations, from prospecting and lead generation, to strategic relationship building, and ultimately closing deals.  
• Build and manage a sales pipeline to achieve sales targets, nurturing both inbound and outbound leads from your list of key accounts. 
• Develop relationships with key stakeholders on your list of key accounts by understanding their business intelligence and data needs, ultimately driving that relationship towards product demos and presentations to prospective customers.
• Partner with the founding team to manage the RFP process, coordinating with cross-functional teams to develop proposals and ensure timely delivery to prospects.
• Negotiate contract terms and close deals to work towards - and beyond - your sales quota.
• Collaborate with Marketing to understand industry trends and analyze competitors to develop strategies that differentiate Bikky. 
• Collaborate with the Customer Success team to ensure a smooth relationship handoff, helping them understand a new customer’s goals prior to implementation and onboarding. 
• Collaborate with Product and Engineering teams to deliver product feedback directly from prospective customers and the industry. Act as a customer advocate, always focused on improvements for the customer. 
• Collaborate with the Founding team on pipeline review, deal strategy, and enterprise sales and go-to-market strategy. 
• Travel with the Founding team to industry conferences, where you’ll be developing relationships and selling to relevant points-of-contact. 

Qualifications

• 5+ years of closing experience is required with a track record of meeting and exceeding quotas. 
• Experience in enterprise software sales, specifically with a data-driven product is required.  
• Experience selling into restaurant groups or similar hospitality-focused industries. 
• Experience with and comfort owning the full sales cycle, from prospecting to close, for deals with and ACV $250k+. 
• A fantastic, positive attitude with an emphasis on problem solving, teamwork, and navigating the ambiguity of an early-stage company. 
• Strong sense of self-motivation and coachability: you don’t need somebody to tell you to do your job, but you welcome feedback in the spirit of improving your craft.
• A deep passion for sales, and motivation to win as a team. You’ll never back down from a challenging conversation and you love to think on your feet.
• Outstanding written and verbal communication skills.

Perks and Benefits

• $115-135k base salary plus $115-135k variable compensation at 100% of quota. Commission is uncapped, with accelerators. 
• Generous equity compensation.
• Top tier healthcare, including medical, vision, and dental with options for 100% employer coverage. 
• Ability to participate in a 401k.
• This job is based at Bikky HQ in New York City, where the team works from the office three times per week. 
• Flexible vacation policy.