At a glance
- Experience
- 5+ years experience
- Location
- Melbourne · Australia
About the role
- The Mid-Market Sales Executive is responsible for sales and revenue growth in their assigned, targeted accounts.
- This individual is responsible for building a sales pipeline and managing a sales process for their mid-market brands/group with 40 to 500 units.
Responsibilities
- Lead efforts to grow Toast market share in the multi-unit restaurant industry through establishment and cultivation of ongoing relationships at the C-Suite level through research, cold-calling and networking to develop a qualified pipeline of prospects.
- Create demand by educating prospects on the Toast value proposition of products and solutions through demonstrations and presentations communicating a compelling purchase rationale.
- Cultivate relationships with business partner counterparts who sell and support complementary applications and services to point of sale systems serving the restaurant industry.
- Plan, direct and coordinate sales support activities, including management of the sales pipeline through Toast sales tools (Salesforce).
- Involved in all phases of the sales lifecycle including: identifying and developing leads; meeting with clients; developing value propositions; financial deal structuring; contract negotiation and closing.
- Understand the competitive landscape (strengths, weaknesses, benefits) and determine how to position Toast to win.
- Collaborate with Account Service and Implementation Teams to ensure that expectations set during the sales process are met in delivery.
- Own your own leverage and continuously identify repetitive parts of the role to get them off your plate so the majority of your week is spent in live conversation with operators.
- Work evidence, not alphabetical order by prioritizing accounts based on observable change in the operator's business.
- Keep account and contact records accurate, current, and deduplicated.
Requirements
- A combination of SaaS, Digital Marketing and Restaurant Industry Technology experience is required.
- 5+ years of relevant successful technology or professional services sales experience.
- Previous success in selling/leading sales efforts in environments with 6 to 12 month sales cycles.
- Proven sales skills in complex deal development, financial structuring, negotiations, and closing with both new and existing clients.
- Travel 30% or more.
- Comfortable with process-driven sales, reporting, and tracking.
- Strong written and presentation-based communication skills are required.
Preferred qualifications
- Experience in MEDDPICC Sales Qualification preferred
Workplace
- This role can be based in Sydney, Melbourne or Brisbane.
- The company embraces a hybrid work model.
Skills
- Salesforce
