Account Executive, Mid Market - Richmond, VA

As an Account Executive, Mid Market at Restaurant365, you will be responsible for selling our innovative Accounting and Operations Platform to mid-market restaurant groups. Your main duties will include generating a robust sales pipeline, building long-lasting relationships, and managing the complete sales cycle from identifying leads to closing deals. You will also focus on understanding client pain points and demonstrating how our solutions can deliver value and return on investment.

To thrive as an Account Executive, Mid Market at Restaurant365, candidates should ideally hold a bachelor's degree and have proven experience in account management or sales, particularly in software sales. Strong presentation, communication, and interpersonal skills are a must, alongside proficiency in using CRM tools like Salesforce. Previous experience in accounting or restaurant management can give you a significant edge in understanding our clients' needs.

The sales process for an Account Executive at Restaurant365 involves several key steps: identifying and self-sourcing new opportunities, nurturing relationships with potential clients, delivering tailored presentations, and ultimately closing sales. You will collaborate with your team to ensure clients transition smoothly into the implementation phase, positioning you as a trusted partner in their success.

An ideal candidate for the Account Executive, Mid Market position at Restaurant365 is someone who not only meets the required qualifications but also demonstrates a strong enthusiasm for the restaurant industry and sales. They should possess excellent organizational and time management skills, coupled with the ability to adapt and follow a structured sales process. Additionally, having the ability to negotiate and problem-solve, while building strong relationships, is crucial.

Restaurant365 fosters a culture of growth and professional development. As an Account Executive, Mid Market, you'll have ample opportunities to advance your skills and career. This includes on-the-job training, mentorship from experienced team members, and potential transitions into leadership positions as the company grows. We believe in promoting from within and supporting our team members in their professional journeys.

When answering this question, focus on specific accomplishments in your sales roles, particularly those related to software. Highlight examples of how you identified leads, nurtured client relationships, and successfully closed deals. Quantifiable results, such as meeting or exceeding sales targets, will strengthen your response.

In your response, focus on the strategies you employ to build rapport with potential clients. Discuss the importance of understanding their needs, regular communication, and creating a foundation of trust. Share examples of successful client relationships you've developed in the past.

When tackling this question, discuss techniques such as active listening, asking open-ended questions, and conducting thorough research on industry trends. Emphasize your ability to personalize your approach to each client and how this leads to uncovering their specific challenges.

To effectively answer this question, describe your methods for keeping track of leads and opportunities, such as using CRM systems like Salesforce. Include how you prioritize tasks, follow up with potential clients, and your frequency of reviewing and updating your pipeline.

Use the STAR method (Situation, Task, Action, Result) to structure your answer. Describe the challenging sale, what you needed to achieve, the steps you took to overcome obstacles, and the positive outcome. Highlight the skills you utilized that would be relevant for the Account Executive role at Restaurant365.

In your response, explain your approach to listening to objections, validating the client's concerns, and effectively addressing them with solutions. Provide examples of situations where you've successfully turned objections into opportunities to showcase the value of your product.

To answer this question, share the resources you utilize, such as industry news, forums, or networking events, to keep current with restaurant trends. Emphasize your understanding of how these trends could impact your potential clients and actively integrating this knowledge into your sales approach.

Discuss your familiarity with Salesforce or similar CRM systems, focusing on how you've used them to track deals, follow leads, and manage customer interactions. If possible, mention specific features you've found beneficial, such as reporting tools, dashboards, or automated follow-ups.

An effective answer would involve discussing key performance indicators like meeting sales quotas, building lasting client relationships, and successfully onboarding new customers. Also, mention how contributing to the overall goals of Restaurant365 aligns with your personal definition of success.

In your response, express your enthusiasm for the restaurant industry and how Restaurant365's mission resonates with you. Highlight any specific aspects of the company culture, values, or innovative solutions that attracted you to apply for the Account Executive, Mid Market position and how you see yourself adding value to the team.