Remote Account Executive at Toast - US Sales Role — Columbus

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.

Join Toast's rapidly expanding Customer Growth (Upsell) Sales team! We empower existing SMB Toast POS customers to maximize their success by expanding their product offerings. As a Growth Account Executive, you'll manage a book of existing SMB customers with a goal of driving revenue through expansion and product adoption. This is a full-cycle role where you'll partner with cross-functional teams to deliver value across the Toast platform. Our sales culture is a dynamic blend of competitive drive and collaborative spirit, where winning as a team is paramount.

Note: This is a primarily remote role — you will work from home, with occasional time spent in the field within your assigned territory.

What You'll Do (Responsibilities):

• Manage the full sales cycle for customer expansion, identifying and closing upsell opportunities within your assigned territory of existing Toast SMB POS customers — from outbound prospecting to contract negotiation and close.
• Utilize consultative selling and discovery: conduct deep discovery to uncover customer pain points and business goals, leveraging consultative sales techniques to position Toast's expanded product offerings.
• Achieve quota attainment by consistently meeting and exceeding monthly sales revenue and unit booking targets.
• Execute pipeline management: maintain a highly organized sales pipeline and activity records within Salesforce CRM and other essential tools.
• Demonstrate market and product expertise by developing a strong understanding of the competitive landscape to effectively position Toast solutions and articulate their unique value.
• Engage in cross-functional collaboration, partnering with New Business, Services, and Implementation teams to ensure successful customer onboarding and satisfaction.
• Apply strategic sales methodology — using proven approaches (e.g., Sandler) to uncover urgency, drive value, and create compelling propositions.

What You'll Need to Thrive (Requirements):

• 2+ years of quota-carrying sales experience in a closing role (e.g., BDR, Account Executive), with a consistent track record of meeting and exceeding monthly sales performance goals.
• Proven success in a high-velocity or high-volume, transactional B2B SaaS sales environment.
• Full-cycle sales expertise: deep discovery, compelling storytelling, persuasive negotiation, and effective closing techniques.
• A consultative approach — ability to act as a strategic consultant, challenging prospects' perspectives and driving new ways of thinking about their business.
• A growth and ownership mindset: highly self-motivated, competitive, resilient, and accountable for results.
• Exceptional written and verbal communication skills, coupled with strong time management and organizational abilities.
• Proven ability to thrive and adapt in a dynamic, rapidly evolving sales environment.

What Will Help You Stand Out (Nice to Haves):

• Familiarity with Salesforce CRM.
• Experience with Sandler Sales Training or similar structured sales methodologies.
• Prior B2B sales experience within the SMB, restaurant, hospitality, or retail sectors.

AI at Toast

At Toast, one of our company values is that we're hungry to build and learn. We believe learning new AI tools empowers us to build for our customers faster, more independently, and with higher quality. We provide these tools across all disciplines — from Engineering and Product to Sales and Support — and are inspired by how our Toasters are already driving real value with them.

Our Total Rewards Philosophy
We strive to provide competitive compensation and benefits programs that help attract, retain, and motivate the best people in our industry. Our total rewards package goes beyond great earnings potential and provides the means to a healthy lifestyle with flexibility to meet Toasters' changing needs. Learn more at https://careers.toasttab.com/toast-benefits.

The estimated Total Targeted Cash compensation range for this role is listed below. Total Targeted Cash includes base salary, commission, and bonus (if eligible). This role qualifies for uncapped commissions. Starting salary will be determined based on skills, experience, and geographic location. In addition to cash compensation, total rewards include benefits and equity (if eligible). Learn more about geographic pay alignment at Geographic Pay Zone Philosophy.

Total Targeted Cash: $128,000 — $205,000 USD

How Toast Uses AI in its Hiring Process
Throughout the hiring process, our goal is to get to know you. We use AI tools to support our recruiters and interviewers with tasks like note-taking, summarization, and documentation of interviews. All hiring decisions are made by people. Learn more: https://careers.toasttab.com/ai-in-hiring

Diversity, Equity, and Inclusion is Baked into our Recipe for Success
At Toast, our employees are our secret ingredient — when they thrive, we thrive. The restaurant industry is one of the most diverse, and we embrace that diversity with authenticity, inclusivity, respect, and humility.

Apply today!
Toast is committed to creating an accessible and inclusive hiring process. If you need an accommodation to access the job application or interview process, please contact [email protected].

For roles in the United States, it is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.