Account Executive Payroll Sales - Remote NYC

Restaurant365•New York, NY

1d•$66,400 - $99,600•Remote

About The Position

The Account Executive, Payroll Sales, Commercial sells Restaurant365 Payroll and Workforce Management solutions to small and midsize restaurant operators, typically commercial restaurant groups with about 2 to 12 units. The role owns a short, mostly linear sales cycle from prospecting through close, builds and manages its own pipeline, works against a full quota, and helps keep new customers on track to go live after the sale. The sales approach is consultative and high volume. The Account Executive uncovers operator needs and the business impact of payroll and labor challenges, delivers tailored product demonstrations, uses standard ROI tools, and closes new business on standard terms. The role works independently within its scope, partners with teams across the company, and seeks manager guidance for complex pricing, contracting, or deal situations. The position is fully remote. Success includes completing payroll product training and certification, building a territory pipeline, managing opportunities from discovery through close, maintaining accurate CRM and forecast records, attaining quota, and supporting a clear handoff to Implementation and Customer Success.

Requirements

At least 5 years of relevant experience, with a record of exceeding sales quota; software sales experience is preferred.
Experience managing a full sales cycle with a primary decision maker, including prospecting, discovery, demonstrations, and closing.
Working knowledge of payroll fundamentals, including tax filing, direct deposit, tip credit, overtime, PTO, and compliance considerations; some knowledge may be learned on the job.
Demonstrated ability to build pipeline through outbound and inbound sales motions and convert qualified opportunities into closed revenue.
Strong discovery, presentation, objection-handling, negotiation, and closing skills.
Proficiency with Salesforce or a comparable CRM, with disciplined pipeline management and forecast accuracy.
Effective written and verbal communication skills, including the ability to explain payroll and business concepts clearly.
High energy, self-motivation, and comfort working in a performance-driven environment.
Curiosity and eagerness to use AI in daily work, hands-on experience, an understanding of generative AI’s capabilities and limitations, and judgment to verify its outputs.
AI fluency, including responsible use of approved tools, accuracy review, and protection of confidential information.
Trustworthiness, strong ethics, and professionalism in business dealings.
Ability to work remotely.

Nice To Haves

Software sales experience.
Experience selling payroll, workforce management, HCM, HR, accounting, or business management software.

Responsibilities

Own the sales cycle for Commercial payroll opportunities from prospecting through close and handoff, against a full quota.
Build and manage a qualified pipeline through outbound prospecting, inbound leads, referrals, partner introductions, and cross-sell opportunities within the existing R365 customer base.
Conduct discovery with owners, operators, and finance or payroll contacts to understand needs, buying requirements, and the business impact of payroll and labor challenges.
Deliver tailored demonstrations of R365 Payroll and Workforce Management that connect to operators’ workflows and priorities.
Use standard ROI tools to demonstrate measurable value, including improved labor visibility, administrative efficiency, and compliance support.
Handle objections, negotiate within approved guidelines, and close new business on standard terms.
Identify cross-sell opportunities among existing R365 accounting, operations, inventory, scheduling, and workforce management customers.
Maintain accurate Salesforce and Gong records, including next steps, close dates, and forecasts.
Provide a clear, well-documented handoff to Implementation and Customer Success, and help keep new customers on track to go live.
Partner with Sales Engineering, Marketing, Product, Implementation, Customer Success, and Revenue Operations to advance opportunities.
Stay current on payroll fundamentals and payroll, workforce, and compliance challenges affecting restaurant operators.
Identify opportunities to automate and improve work using approved AI and other tools; select appropriate tools, refine prompts, and review outputs for quality and time savings.
Use approved AI tools responsibly to improve account research, preparation, and productivity, while checking accuracy and protecting confidential information.
Seek feedback, use it to improve results, and help normalize feedback within the team.
Perform other duties as assigned.