San Bernardino, CA Territory Account Executive

As a Territory Account Executive at Toast in San Bernardino, CA, you will be responsible for generating a list of prospective restaurants and managing the entire sales cycle from initial contact to closing the deal. You'll conduct demos, customize solutions for restaurants, and partner with various teams to ensure successful delivery. Using Salesforce for tracking and managing your sales activities is also a key part of this role.

To qualify for the Territory Account Executive position at Toast, you should have at least one year of experience in a sales, sourcing, or restaurant operations role. Strong communication, organizational, and presentation skills are essential, along with a proven track record of exceeding sales goals. Familiarity with Salesforce CRM is a plus, but not required.

Toast supports its Territory Account Executives through a collaborative environment and a strong culture of mentorship. By partnering with various teams, you’ll ensure that client expectations are met and exceeded. The company also provides competitive compensation and benefits, and fosters professional development opportunities to help you thrive in your role.

The compensation structure for the Territory Account Executive role at Toast includes a competitive base salary, commission, and the potential for equity and other benefits. With uncapped commissions, there is significant earning potential, and the total targeted cash compensation ranges from $129,000 to $206,000 USD, depending on experience and location.

The company culture at Toast is built on diversity, equity, and inclusion, celebrating the unique attributes of employees from all backgrounds. For Territory Account Executives, this means working in a supportive, flexible, and collaborative environment where personal and professional growth is prioritized. Toast encourages connection and teamwork, essential for empowering the restaurant community.

When answering this question, highlight your consultative selling approach. Discuss how you research potential clients before reaching out and how building relationships is key. Emphasize your ability to listen to clients' needs and tailor solutions accordingly.

In your response, articulate that rejection is a part of sales. Share personal strategies for maintaining resilience, like reflecting on feedback, learning from experiences, and using rejection as motivation to improve your approach and skills.

Focus on a specific project where you successfully met or exceeded sales targets. Explain the strategies you used, any hurdles you overcame, and what you learned in the process that could apply to your future role at Toast.

Research and highlight aspects of Toast's platform that enhance restaurant operations, like its all-in-one service model. Discuss the company’s commitment to customer service and how they tailor solutions specifically for restaurant businesses.

Share your process for evaluating leads, such as using criteria based on business size, potential revenue, and urgency of need. Highlight your time management skills and how they help you focus on the highest-quality prospects.

Explain your experience using Salesforce in previous roles to manage leads, track communications, and analyze data for effective decision-making. Emphasize how this tool helps streamline your sales process and enhance relationships with clients.

Use this opportunity to showcase your achievements. Describe the context, the goals, your specific actions that led to surpassing those goals, and the impact it had on the team or company.

Discuss your approach to relationship building, such as taking a genuine interest in understanding clients' businesses, being reliable, and providing them with consistent value throughout the sales process, even post-sale for retention.

Describe your conflict-resolution skills and emphasize active listening, empathy, and problem-solving. Share a specific example from your past experiences that demonstrates your ability to turn a challenging situation into a positive outcome.

Express your passion for the restaurant industry and desire to make a meaningful impact on local businesses. Discuss how supporting restaurants translates to making a difference in the community, which aligns with Toast's mission.