Flex Growth Account Executive

📋 Description

• • Join Toast's dynamic and rapidly expanding Customer Growth (Upsell) Sales team, where you will play a pivotal role in empowering existing SMB Toast POS customers to achieve greater success through strategic product expansion.
• • As a Flex Growth Account Executive, you will be entrusted with managing a dedicated book of existing SMB customers, with the primary objective of driving significant revenue growth through increased product adoption and upsell opportunities.
• • This is a comprehensive, full-cycle sales role that demands close collaboration with various cross-functional teams, including New Business, Services, and Implementation, to ensure seamless value delivery across the entire Toast platform.
• • Immerse yourself in a sales culture that thrives on a potent blend of competitive drive and collaborative spirit, where collective team success is the ultimate measure of achievement.
• • This position is crucial for ensuring sustained business continuity and fostering ongoing growth, requiring a high degree of agility, adaptability, and the capacity to navigate a constantly evolving and often ambiguous market landscape.
• • The Flex AE role necessitates a flexible approach, enabling you to seamlessly transition in and out of different Total Addressable Markets (TAMs) as business needs dictate.
• • You will be responsible for managing the entire sales cycle for customer expansion, from initial outbound prospecting to the final stages of contract negotiation and closing, identifying and capitalizing on every upsell opportunity within your assigned territory of existing Toast SMB POS customers.
• • Employ sophisticated consultative selling and deep discovery techniques to thoroughly uncover customer pain points, understand their unique business goals, and effectively position Toast's expanded product offerings as the ideal solutions.
• • Consistently achieve and exceed your quota attainment, meeting and surpassing monthly sales revenue and unit booking targets through strategic planning and diligent execution.
• • Maintain an exceptionally organized sales pipeline and meticulously record all activity within Salesforce CRM and other essential sales tools, ensuring data integrity and efficient workflow.
• • Cultivate and demonstrate profound market and product expertise, developing a deep understanding of the competitive landscape to strategically position Toast solutions and compellingly articulate their unique value proposition.
• • Engage in proactive and seamless cross-functional collaboration, working in tandem with New Business, Services, and Implementation teams to guarantee successful customer onboarding, integration, and overall satisfaction.
• • Apply proven strategic sales methodologies, such as Sandler, to effectively uncover customer urgency, drive demonstrable value, and construct persuasive, compelling propositions that resonate with client needs.
• • This role is primarily remote, allowing you to work from home, with occasional travel required for field-based activities within your assigned territory(s).
• • Embrace the opportunity to learn and leverage AI tools, as Toast believes in empowering employees to build faster, more independently, and with higher quality, fostering a culture of continuous learning and innovation.
• • Contribute to Toast's mission of creating technology that helps restaurants and local businesses succeed in a digital world, enabling them to operate more efficiently, increase sales, engage customers, and keep employees happy.
• • Develop strong relationships with a portfolio of existing clients, understanding their evolving needs and proactively identifying opportunities for them to benefit from additional Toast products and services.
• • Act as a trusted advisor to your clients, providing insights and recommendations that help them optimize their operations and achieve their business objectives.
• • Navigate complex sales cycles involving multiple stakeholders within client organizations, tailoring your approach to meet the needs of each individual.
• • Stay abreast of industry trends and best practices within the restaurant and small business technology sectors to provide informed guidance to your clients.
• • Contribute to the overall success of the Customer Growth team by sharing best practices, insights, and collaborating with peers to drive collective improvement.
• • Utilize your understanding of the Toast platform to educate clients on the full spectrum of available solutions and how they can be integrated to create a cohesive and powerful operational ecosystem.
• • Prepare and deliver compelling presentations and product demonstrations tailored to the specific needs and challenges of each prospective client.
• • Manage your time effectively to balance prospecting, client engagement, administrative tasks, and continuous learning.
• • Embrace a results-oriented environment where your performance is measured by your ability to drive revenue and expand customer relationships.
• • Be a champion for the Toast brand, embodying its values and commitment to customer success in all interactions.
• • Proactively seek feedback and opportunities for professional development to enhance your sales skills and product knowledge.
• • Contribute to a positive and energetic team environment, fostering a spirit of camaraderie and mutual support.
• • Understand and articulate the return on investment (ROI) that clients can expect from adopting additional Toast products and services.
• • Effectively handle objections and navigate challenging conversations with professionalism and a solutions-oriented mindset.
• • Maintain a deep understanding of the competitive landscape and be prepared to articulate Toast's unique differentiators.
• • Drive customer advocacy by ensuring clients are maximizing the value they receive from the Toast platform.
• • Participate in ongoing training sessions to stay updated on new product releases, features, and sales strategies.
• • Leverage internal resources and subject matter experts to support your sales efforts and provide comprehensive solutions to clients.
• • Be a key contributor to Toast's mission of empowering businesses through technology, making a tangible impact on the success of local establishments.