Strategic Account Executive
About The Position
Black Box Intelligence is seeking an experienced new-logo hunter to acquire new customers and grow market share with our existing Financial, Workforce, Guest, and Performance Intelligence solutions. You will sell to multi-unit restaurant and hospitality brands of all sizes, including major enterprise organizations, helping senior leaders connect business intelligence to measurable improvements in performance. This individual contributor role owns the full sales cycle, from self-generated pipeline and executive discovery through negotiation and closing. Success requires industry knowledge, disciplined prospecting, and a proven ability to turn complex business challenges into compelling reasons to buy.
Requirements
- At least 5 years of experience selling technology solutions into restaurant or hospitality organizations.
- Experience with selling SaaS products and services
- A demonstrated record of acquiring new customers and achieving or exceeding sales quotas.
- The ability to generate pipeline independently and manage the full sales cycle with accountability and sound judgment.
- Prior experience in Salesforce
- Experience with consultative, outcome-based selling to senior executives and navigating complex, multi-stakeholder decisions.
- Knowledge of the restaurant technology landscape, key industry players, competitive solutions, and the business challenges facing multi-unit operators.
- Strong discovery, presentation, negotiation, and written communication skills, with disciplined CRM and forecasting practices.
- Willingness to travel approximately 20% for customer meetings and industry events.
Nice To Haves
- Selling restaurant back-office, financial management, labor management, or operational analytics solutions.
- Experience at Restaurant365, Crunchtime, Fourth, MarginEdge, or a comparable restaurant technology provider.
- Developing business cases and selling to enterprise restaurant or hospitality organizations.
Responsibilities
- Win new logos and achieve or exceed an individual revenue quota through consistent prospecting, account planning, and closing.
- Build and manage a qualified pipeline through targeted outbound outreach, referrals, industry events, and collaboration with marketing.
- Engage CEOs, CFOs, COOs, CHROs, CMOs, and other senior stakeholders in consultative conversations about restaurant economics, labor, profitability, guest experience, and operating performance.
- Position BBI’s Financial, Workforce, Guest, and Performance Intelligence solutions around each prospect’s priorities and measurable business outcomes.
- Lead discovery, develop value propositions and business cases, and coordinate demonstrations with solution engineering and other internal partners.
- Navigate complex buying processes, align multiple stakeholders, manage competitive opportunities, and negotiate agreements through contract execution.
- Maintain accurate CRM records, opportunity plans, and forecasts; take ownership of pipeline quality, deal progress, and revenue commitments.
- Partner with client success to ensure a clear handoff of customer goals and commitments, and share market feedback to strengthen sales execution.
Benefits
- Sales incentive compensation
- Target on-target earnings (OTE)
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
