Enterprise Business Development Representative - RMM

Toast•Boston, MA

About The Position

Enterprise Business Development Representative: Now, more than ever, the Toast team is dedicated to supporting our customers. We're providing technology, resources, and a strong sense of community to help restaurants navigate these challenging times. Our focus is on building the restaurant platform that helps restaurants adapt, take control, and get back to what they do best: building the businesses they love. And because our technology is purpose-built for restaurants, by restaurant people, restaurants can trust that we’ll deliver on their needs for today while investing in experiences that will power their restaurant of the future. The Enterprise segment is seeking a new Business Development Representative to help generate a quality pipeline for our Account Executives focused on our Mid-Market business segment. You will help build the pipeline by strategically prospecting and nurturing opportunities in accounts with 40+ locations. This role is a great opportunity to develop outbound and inbound phone skills by delivering a consultative platform pitch to C, VP and Director level positions across departments like IT, Operations, Accounting/Finance & Human Resources. You will have the opportunity to work in a fast paced team with varied future customers and personalized training and career opportunities. You will gain exposure to the Enterprise sales process and work cross-functionally with many segments of our team including Senior Management, Marketing, Sales Operations, Sales Engineering, Services & Support, etc. You will also work closely with seasoned Account Executives to develop targeted prospecting strategies in their assigned markets.

Requirements

Software/SaaS experience or other related tech space business experience in an outbound or closing role
Previous outbound and inbound sales experience
Fearless on the phone and persistent in initial reach out & follow-up with accounts over time
Ability to identify key decision makers within new accounts, while aligning with internal account reps
Well organized, self-motivated to make calls everyday and communicate effectively with internal teams and prospects in a productive manner
Adaptable to new processes and ability to work cross-functionally and develop relationships with both internal and external stakeholders
High customer empathy and the ability to handle objections
Attention to detail and ability to thrive in a changing and evolving environment
Demonstrate verbal and written skill sets in communication

Nice To Haves

Experience with sales tools, such as Salesforce and/or ZoomInfo
Restaurant experience
Financial background
MEDDPICC certified

Responsibilities

Generate new business pipeline primarily through outbound prospecting (2+ new business sales opportunities per day)
Gain interest through outbound cold calling across a set of accounts/prospects and breaking into net new logos in assigned territory (65+ outreaches per day)
Schedule discovery calls, demos, on-sites and follow-up calls (owning the process until calls or meetings occur)
Properly diagnose and handle inbound leads from marketing/SMB business development group & partner sources
Leverage existing tools and research to find new contacts to develop your call-base
Focused efforts promoting new products to prospects
Persistent, organized follow-up with nurture contacts/accounts to re-engage on a next step (bring them back to the table!)
Entering activity, notes, company account info and updating opportunities in Salesforce.com
Work effectively with field reps on a daily/weekly/monthly basis on maintaining target account lists and prospecting strategies
Provide input in the design of & help in the execution of enterprise marketing efforts (campaigns, trade-shows, etc)