Cerritos, CA Territory Account Executive

As a Territory Account Executive at Toast in Cerritos, CA, your primary responsibilities include generating a list of prospective restaurants, managing the entire sales cycle from the initial call to closing deals, conducting product demos, and developing tailored solutions to meet prospective clients’ needs. You will also work collaboratively with various teams to ensure client expectations are met, and you'll leverage Salesforce to manage all your sales activities effectively.

To be a successful Territory Account Executive at Toast, you should have at least 1 year of experience in a sales role related to sourcing or closing. Familiarity with the restaurant industry or operations is preferred. Strong communication, negotiation, and organizational skills are essential, along with a proven track record of meeting and exceeding sales goals. A creative and self-motivated mindset will also help you thrive in this dynamic position.

Toast supports its Territory Account Executive in Cerritos, CA with extensive training and resources to help you excel. You'll have access to collaborative teams across the business and tools like Salesforce for managing your sales activities. Additionally, Toast fosters a culture of inclusivity and respect, ensuring that you have a supportive environment to develop your skills and build lasting relationships with local restaurateurs.

Toast offers a competitive edge for its Territory Account Executive role through uncapped commissions and a total cash compensation ranging from $129,000 to $206,000, including base salary and commission. This role is ideal for those who excel in a fast-paced environment, and Toast emphasizes a hybrid work model that promotes collaboration while allowing flexibility for personal needs.

The work environment for a Territory Account Executive at Toast is vibrant, dynamic, and supportive. You will primarily work from a home office but will often engage directly with local restaurants. The culture at Toast embraces diversity, equity, and inclusion, fostering collaboration and providing employee support for personal and professional growth, making it a fulfilling place to work.

When answering this question, highlight your previous roles in sales, especially if you have direct experience in the restaurant sector. Discuss the skills you utilized, your successes in closing deals, and how you built relationships within the industry. It’s also helpful to mention any specific tools or techniques you used that led to success.

In your answer, emphasize your consultative selling approach. Explain how you research potential clients, tailor your conversations to their specific needs, and maintain consistent follow-ups. Sharing a personal success story related to relationship-building will add credibility to your response.

You should mention various lead generation strategies like networking in local industry events, leveraging social media, and using tools like Salesforce to track potential clients. Be prepared to discuss specific examples of how you’ve effectively sourced leads in your previous roles.

Describe your method for addressing objections calmly and professionally. Discuss how you listen to the prospect's concerns, empathize with them, and provide thoughtful solutions or counterarguments based on your product knowledge and their unique needs. Sharing a success example where you turned an objection into a sale would be beneficial.

Be specific about your achievements in your past sales roles. Use quantitative metrics such as percentage sales growth, revenue generated, or significant contracts signed. Make sure to relate this achievement to skills applicable to the Territory Account Executive role at Toast, showcasing your qualifications effectively.

Discuss the strategies you use to stay motivated, such as setting personal goals, celebrating small victories, and maintaining a positive mindset. Highlight how self-motivation can lead to success in a territory sales position, especially when challenges arise.

Emphasize your experience with Salesforce and how you use its features for lead management, tracking communications, and analyzing your sales pipeline. Specific examples of how Salesforce has contributed to your past successes will strengthen your response.

Show your knowledge of Toast by discussing its key features and benefits, such as point of sale systems, online ordering, and payment processing. Connect these capabilities to how they empower restaurant owners to manage their businesses efficiently and thrive in a competitive market.

Illustrate the importance of teamwork and communication in a sales environment. Discuss how you would work with marketing, customer support, and product teams to ensure client expectations are met and long-term success is achieved for both the client and Toast.

Articulate the key skills and attributes that make a Territory Account Executive successful, such as strong communication skills, resilience, strategic thinking, and the ability to build long-lasting relationships. Relate these traits to your own experience to demonstrate your fit for the role.