Olympia, WA SMB Territory Account Executive - job 1 of 2

As an SMB Territory Account Executive at Toast, your core responsibilities include generating a list of prospective restaurants, managing the entire sales cycle from the initial call to closing the deal, conducting solution-focused demos, and collaborating with various teams to ensure customer satisfaction. Understanding the competitive landscape to effectively position Toast is also vital to your success.

To apply for the SMB Territory Account Executive position at Toast, you should have at least one year of experience in a sales role, restaurant operations, or a related field. Strong communication, organizational, and negotiation skills are essential, along with a proven track record of meeting goals. Familiarity with Salesforce CRM and the ability to thrive in an entrepreneurial environment are also beneficial.

Toast is committed to fostering the growth of its SMB Territory Account Executives by offering comprehensive training programs, access to a knowledgeable support team, and opportunities for collaboration across different departments. We also provide a flexible work environment that encourages new ideas and approaches to selling.

New SMB Territory Account Executives at Toast undergo a detailed training process that includes product knowledge sessions, sales strategies, and customer relationship management using Salesforce. This comprehensive onboarding equips you with the skills you need to excel in the role while aligning with our company's values and objectives.

Toast prefers candidates with experience in sourcing or closing sales roles, particularly within the restaurant or hospitality industry. A background in restaurant operations is also beneficial, as it provides insight into the unique challenges faced by restaurateurs, allowing you to tailor solutions effectively.

When prospecting potential restaurant clients, I focus on understanding their unique needs and challenges. I conduct thorough research to identify businesses that fit our ideal customer profile and then reach out with personalized messages highlighting how Toast can help them thrive in their operations.

In my last position, I exceeded my sales targets by 30% through a combination of innovative lead generation strategies and strong relationship-building. I implemented a referral program that incentivized existing customers to introduce new clients, significantly boosting our sales pipeline.

I tailor product demonstrations to address the specific needs of each prospect. I focus on illustrating how Toast's features directly solve their pain points, ensuring an engaging experience. I also encourage interactive sessions where prospects can ask questions and explore the platform hands-on.

I manage my sales pipeline using Salesforce by regularly updating my leads and tracking progress through each stage of the sales cycle. This helps me stay organized and ensures that I follow up on opportunities timely, managing my tasks effectively to maximize results.

When negotiating with restaurant owners, I emphasize the value that Toast brings to their business. I listen to their concerns, adjust the proposal when necessary, and create win-win scenarios that meet their needs while ensuring we achieve our sales objectives.

I stay informed about the competitive landscape for restaurant sales solutions by regularly reading industry publications, attending trade shows, and engaging in networking opportunities. This knowledge helps me identify key differentiators for Toast and effectively position our solutions in the market.

I welcome objections from potential clients as they provide opportunities to clarify misunderstandings and address concerns. I actively listen, empathize with their position, and present tailored solutions that align with their objectives and reservations.

A successful SMB Territory Account Executive exhibits strong passion for sales and a genuine interest in helping clients succeed. They maintain a proactive attitude, constantly seek feedback, and adapt their approach based on the customer's specific needs, building trust and thriving on collaboration.

I stay motivated in a fast-paced sales environment by setting clear personal goals and celebrating small victories along the way. I also cultivate a supportive network and engage in continuous learning to stay aligned with industry changes and maintain my enthusiasm for the work.

In a recent situation, I worked closely with our marketing and technical teams to close a significant deal with a local restaurant group. We coordinated our efforts to deliver a comprehensive solution that addressed all their needs, demonstrating the power of collaboration in achieving successful outcomes.