Account Executive, Mid-Market

Restaurant365•Denver, CO

12d•$100,000 - $120,000•Hybrid

About The Position

Restaurant365 is transforming how restaurants manage their finances, operations, and people. The Account Executive, Mid-Market sells the R365 platform to restaurant groups with 13 to 50 locations. This is a full-cycle, consultative sales role responsible for complex opportunities, building consensus among executive, finance, operations, and HR stakeholders, and guiding other sellers within the role's domain. The seller independently owns assigned opportunities and engages sales leadership for strategy and pricing on the largest deals while retaining opportunity ownership. Compared with Commercial sales, the sales cycle involves more decision makers, a formal evaluation, and a customer-specific business case. The role requires strong discovery, multi-threading, and negotiation skills and is not entry-level; prior quota-carrying B2B sales experience is required. Restaurant or hospitality leadership experience alone does not satisfy this requirement. The position is hybrid, with employees expected to work onsite each Tuesday and Wednesday. Travel of up to 30% is required to meet clients. The expected salary range is $100,000–$120,000 per year; actual compensation may vary based on relevant skills and experience, time in role, business line, and geographic location.

Requirements

3–5 years of full-cycle B2B SaaS sales experience, with a track record of closing deals in the $60,000–$200,000 ACV range.
Consistent quota attainment, such as consistently achieving 100% or more of a $600,000–$1,000,000+ annual quota, in full-cycle B2B sales.
Experience selling SaaS or technology solutions to mid-market restaurant groups, franchise organizations, multi-unit operators, or similarly complex mid-market businesses.
Proven ability to manage complex, multi-stakeholder sales cycles with several active opportunities, business cases, and executive decision makers.
Strong prospecting, discovery, presentation, objection-handling, negotiation, and closing skills.
Ability to build credibility with business owners, operators, finance leaders, and executive sponsors.
Proficiency with Salesforce or a comparable CRM, with strong pipeline hygiene and forecast accuracy.
Effective written and verbal communication, including the ability to explain complex concepts clearly.
Curiosity and eagerness to use AI in daily work, hands-on experience, understanding of generative AI's capabilities and limitations, and sound judgment in verifying outputs.
Ability to travel up to 30% to meet clients.

Nice To Haves

Software sales experience selling to the restaurant or hospitality industry, especially accounting, payroll, workforce management, or business management software.
Accounting or restaurant management experience.
Bachelor’s degree.

Responsibilities

Own the full sales cycle for mid-market opportunities, from account planning and prospecting through close and handoff to implementation.
Build and manage a qualified pipeline through outbound prospecting, inbound leads, referrals, partner introductions, and cross-sell opportunities.
Develop account plans for established regional groups, franchise organizations, and multi-unit operators.
Lead discovery with executive, finance, operations, and HR stakeholders to identify business challenges, buying requirements, and desired outcomes.
Deliver tailored demonstrations and business cases connecting R365 solutions to measurable operational and financial value.
Navigate multi-stakeholder buying processes, build consensus, manage mutual action plans, negotiate within approved guidelines, and close new business against quota.
Identify and develop expansion opportunities within existing R365 customers.
Maintain accurate Salesforce and Gong records, including opportunity strategy, next steps, close plans, and revenue forecasts.
Partner with Sales Engineering, Marketing, Product, Implementation, Customer Success, and Revenue Operations to advance opportunities and ensure customer readiness.
Engage sales leadership for guidance on complex deal strategy, pricing, and executive alignment while retaining ownership of the opportunity.
Guide other sellers within the domain by sharing deal approaches, discovery techniques, and business case examples.
Identify opportunities to automate and improve work using approved AI and other tools, selecting appropriate tools, refining prompts, and reviewing outputs for quality and time saved.
Continuously improve AI workflows and share successful practices and tips with teammates.
Use approved AI tools to prepare for multi-stakeholder deals, verify outputs, and protect confidential information.
Use Gong and deal health prompts to identify stakeholder and next-step gaps, and maintain accurate CRM records.