Customer Growth Sales Account Executive

Toast hires a Customer Growth Sales Account Executive to grow and manage a portfolio of existing SMB customers by expanding product adoption and revenue. The role owns the full customer expansion sales cycle and collaborates with internal teams to support customer satisfaction, growth, and retention.

Responsibilities:

• Managing the full sales cycle for customer expansion, identifying and closing upsell opportunities within your assigned territory of existing Toast SMB POS customers, from outbound prospecting to contract negotiation and close
• Utilizing consultative selling and discovery, conducting deep discovery to uncover customer pain points and business goals, leveraging consultative sales techniques to position Toast's expanded product offerings
• Owning full customer relationship lifecycles through renewal and expansion while consistently achieving quota and unit booking targets
• Executing pipeline management, maintaining a highly organized sales pipeline and activity records within Salesforce CRM and other essential tools
• Demonstrating market and product expertise, developing a strong understanding of the competitive landscape to effectively position Toast solutions and articulate their unique value
• Engaging in cross-functional collaboration, partnering seamlessly with New Business, Services, and Implementation teams to drive customer satisfaction, growth, and retention outcomes
• Applying strategic sales methodology, using proven sales methodologies (ex. Sandler) to uncover urgency, drive value, and create compelling propositions

Requirements:

• Proven sales acumen, including 2+ years of quota-carrying sales experience in a closing role (ex. Business Development Representative, Account Executive), with a consistent track record of meeting and exceeding monthly sales performance goals
• A track record of success in a high-velocity or 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 focused on product adoption & value realization, acting as a strategic consultant to challenge prospects' perspectives and drive new ways of thinking about their business
• A growth and ownership mindset leveraging data & account planning, being highly self-motivated, competitive, resilient, and taking strong ownership of results
• Exceptional communication skills and cross-functional orchestration, including excellent written and verbal communication, coupled with strong time management and organizational abilities
• The ability to adapt and perform issue triage & troubleshooting, with a proven capacity to thrive and adjust in a dynamic, rapidly evolving sales environment
• 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