Mid-Market Account Executive

<p>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. 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.</p> <p><em>This role can be based in Sydney, Melbourne or Brisbane.</em></p> <p><strong>A day in the life (Responsibilities)&nbsp;</strong></p> <ul> <li>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.</li> <li>Create demand by educating prospects on the Toast value proposition of products and solutions through demonstrations and presentations communicating a compelling purchase rationale.</li> <li>Cultivate relationships with business partner counterparts who sell and support complementary applications and services to point of sale systems serving the restaurant industry</li> <li>Plan, direct and coordinate sales support activities, including management of the sales pipeline through Toast sales tools (Salesforce)</li> <li>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</li> <li>Understand the competitive landscape (strengths, weaknesses, benefits) and determine how to position Toast to win</li> <li>Collaborate with Account Service and Implementation Teams to ensure that expectations set during the sales process are met in delivery</li> <li>Own your own leverage. Continuously identify the repetitive parts of the role-research, prep, notes, follow-up, list building and systematically get them off your plate, so the majority of your week is spent in live conversation with operators.</li> <li>Work evidence, not alphabetical order. Prioritize accounts based on observable change in the operator's business: expansion, ownership change, hiring patterns, guest feedback trends, visible technology, and disqualify unworkable accounts quickly so your capacity concentrates where it can actually close.</li> <li>Treat your book as an asset you maintain. Keep account and contact records accurate, current, and deduplicated, understanding that routing, scoring, and every AI-assisted workflow is only as good as the data underneath it.</li> <li>Untangle who really decides. Resolve complex ownership structures, franchise groups, multiple legal entities, operators running several