San Francisco, CA Territory Account Executive

As a Territory Account Executive at Toast, your main responsibilities will include generating a list of prospective restaurants, managing the entire sales cycle from the first call to closing the deal, and conducting product demonstrations to find solutions that meet the needs of each individual prospect. You will work closely with other teams to ensure delivered solutions align with client expectations, while leveraging Salesforce to track all activities related to your sales efforts.

To qualify for the Territory Account Executive position at Toast, you should have at least 1 year of experience in a sales role, ideally related to restaurant operations or a similar field. Strong communication, organizational, and negotiation skills are vital, along with a proven track record of meeting and exceeding sales goals. A general technical proficiency with software, such as Salesforce CRM, is preferable but not obligatory.

The work environment for a Territory Account Executive at Toast is fast-paced and entrepreneurial. You'll enjoy the flexibility of working from your home office while being fully integrated with a supportive team that encourages creativity and innovation. You'll have the freedom to develop your territory and impact the community of local restaurants positively.

Toast offers a competitive total rewards package for the Territory Account Executive role. The estimated total targeted cash compensation ranges from $129,000 to $206,000, including a base salary, commission, and the eligibility for equity and additional benefits. Additionally, this role offers uncapped commissions based on your performance.

At Toast, diversity, equity, and inclusion are at the core of our operations. We actively strive to create a workplace that embraces diverse backgrounds and perspectives, believing authenticity leads to success. The successful candidate for the Territory Account Executive position will find a supportive environment focused on equitable opportunities and a commitment to nurturing a inclusive culture within the restaurant industry.

A successful sales process typically includes research, prospecting, outreach, needs assessment, product demonstrations, handling objections, negotiating terms, and closing the sale. Highlight how you build rapport, tailor your solutions, and follow up to ensure ongoing communication and satisfaction.

When handling objections, it's essential to listen carefully to the client's concerns, empathize with their situation, and provide informed responses. Use this opportunity to educate them about how Toast can specifically solve their problems or improve their operations and feel confident closing the gap between their needs and your solutions.

Discuss specific metrics, campaigns, or strategies you utilized to surpass your goals. Use quantifiable data to showcase your achievements, such as percentage increases in sales or the number of new clients you brought in, emphasizing your proactive approach towards exceeding expectations.

Share relevant experiences, whether direct experience working in restaurants, understanding the operational challenges they face, or previous sales roles in related fields. Highlighting any familiarity with the day-to-day running of restaurants can show your potential clients that you deeply understand their needs.

Explain how you would leverage Salesforce for tracking leads, managing customer relationships, running reports to assess your performance, and setting reminders for follow-ups. Emphasize your ability to utilize CRM tools to organize your sales efforts effectively and maintain relationships with clients.

Discuss a combination of traditional and modern lead generation techniques. This can range from networking events and referrals to using social media, collaborating with local partners, and attending industry conferences. A well-rounded approach showcases your versatility in reaching potential clients.

Align your personal values with Toast’s mission to support the restaurant industry. Highlight your passion for helping restaurateurs succeed and how your skills make you an ideal fit for their innovative approach to enhancing restaurant management and customer experiences.

Mention subscribing to industry publications, following thought leaders in the restaurant space, attending webinars or conferences, and participating in relevant professional networks. Staying informed helps you provide valuable insights to your prospects and position Toast as a trusted leadership in restaurant solutions.

Talk about time management techniques, such as creating priority lists, setting goals, and using productivity tools to stay organized. Show your ability to adapt to changes while navigating various responsibilities without losing focus on your sales objectives.

Share how you envision your career path aligning with Toast’s growth, focusing on your aspirations in sales and how you anticipate contributing to the company's success while developing your skills and leadership potential.