At a glance
- Experience
- 5+ years experience
- Location
- Brisbane · 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, 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 by systematically getting repetitive parts of the role off your plate so the majority of your week is spent in live conversation with operators.
- Prioritize accounts based on observable change in the operator's business and disqualify unworkable accounts quickly.
- Resolve complex ownership structures, franchise groups, multiple legal entities, and operators running several concepts under different names to identify and reach the actual economic decision maker.
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.
- You've built something to make yourself faster, with a repeatable process, template or workflow you personally created to eliminate busywork.
- Demonstrated learning velocity to point to a capability you taught yourself in the last six months without being asked to.
- Genuine curiosity about how restaurants actually operate.
Preferred qualifications
- Experience in MEDDPICC Sales Qualification preferred
Workplace
- This role can be based in Sydney, Melbourne or Brisbane.
- Travel 30% or more
- Embraces a hybrid work model that fosters in-person collaboration
Skills
- Salesforce
