Growth Account Executive

Position Overview

Toast creates technology to help restaurants and local businesses succeed in a digital world, helping business owners operate, increase sales, engage customers, and keep employees happy. Join Toast's rapidly expanding Customer Growth (Upsell) Sales team! In this full-cycle role as a Growth Account Executive, you’ll manage a book of existing SMB customers to drive revenue growth through expansion and product adoption by partnering with cross-functional teams across the Toast platform. Note: This is a role where you will be primarily remote, working at home, with occasional field visits in your assigned territory(s).

Key Responsibilities

• Managing the full sales cycle for customer expansion – from outbound prospecting to contract negotiation and close.
• Utilizing consultative selling and deep discovery techniques to uncover customer pain points and business goals.
• Achieving quota attainment by consistently meeting and exceeding monthly sales revenue and unit booking targets.
• Executing pipeline management by maintaining organized sales activities within Salesforce CRM and other tools.
• Demonstrating market and product expertise by understanding the competitive landscape and effectively positioning Toast solutions.
• Engaging in cross-functional collaboration with teams such as New Business, Services, and Implementation to ensure customer success.
• Applying strategic sales methodologies (e.g., Sandler) to uncover urgency, drive value, and create compelling propositions.

Required Qualifications

• Proven sales acumen with 2+ years of quota-carrying sales experience in a closing role (e.g., Business Development Representative, Account Executive), consistently meeting or exceeding sales performance goals.
• A track record of success in a high-velocity, high-volume transactional B2B SaaS sales environment.
• Expertise in full-cycle sales skills, including deep discovery, compelling storytelling, persuasive negotiation, and effective closing techniques.
• A consultative approach with the ability to act as a strategic consultant, challenging prospects’ perspectives and driving new ways of thinking.
• A growth and ownership mindset with high self-motivation, competitiveness, resilience, and accountability for results.
• Exceptional communication skills – both written and verbal – along with strong time management and organizational abilities.
• Ability to adapt and thrive in a dynamic, rapidly evolving sales environment.

Preferred Qualifications

• Familiarity with Salesforce CRM.
• Experience with Sandler Sales Training or similar structured sales methodologies.
• Prior B2B sales experience within the SMB, restaurant, hospitality, or retail sectors.

Benefits & Perks

• Compensation: $118,000—$189,000 USD total targeted cash
• Competitive compensation and benefits programs designed to attract, retain, and motivate top talent.
• Hybrid work model – primarily remote with occasional field visits.
• Access to innovative AI tools across disciplines to enhance productivity and quality.
• A commitment to diversity, equity, and inclusion, with an accessible and inclusive hiring process offering reasonable accommodations.