Customer Growth Account Executive

About the role

You will own the entire expansion journey for a specific portfolio of current SMB customers, acting as their primary strategic partner within the Toast ecosystem. Your daily focus will involve identifying underutilized platform features and operational inefficiencies that, once addressed, unlock new revenue opportunities for those businesses. You will translate complex product capabilities into clear, outcome driven narratives that resonate with restaurant and local business owners. This role demands consistent execution against quotas while building trust through consultative conversations and reliable follow through. You will work in a primarily remote capacity, requiring disciplined time management and strong written communication skills to collaborate effectively with distributed teams. Success in this position is defined by your ability to convert discovery discussions into committed expansion agreements that drive sustainable growth.

Key facts

What you'll do

• Execute a consultative expansion sales cycle, guiding existing Toast customers from discovery to signed agreement for platform growth.
• Conduct in depth discovery sessions to map business objectives, pinpoint operational friction, and surface data driven opportunities for product adoption.
• Develop and maintain precise pipeline records and forecasting accuracy within Salesforce to ensure transparent and reliable revenue visibility.
• Partner with implementation and services teams to design tailored onboarding paths that reinforce product value and minimize time to value.
• Articulate the distinct operational and financial advantages of Toast solutions, emphasizing long term value for independent restaurants and retail businesses.
• Apply structured sales methodologies to prioritize stakeholder needs, clarify decision criteria, and advance opportunities through defined sales stages.
• Monitor portfolio health by tracking usage metrics, support interactions, and renewal signals to proactively identify expansion triggers.
• Collaborate with cross functional partners to resolve complex operational questions and align solutions with evolving customer business models.
• Build and maintain trusted relationships with key decision makers, positioning yourself as an advisor rather than a transactional vendor.
• Exceed monthly and quarterly booking targets by managing a high volume of qualified opportunities and consistent follow up activities.
• Leverage competitive insights to frame Toast as the strategic platform that supports sustainable growth for local businesses.
• Document customer feedback and product enhancement ideas, channeling them internally to influence future platform development.
• Coordinate internal reviews of pricing, feature access, and integration requirements to streamline the expansion approval process.
• Utilize data analytics to refine outreach sequences, improve conversion rates, and optimize time spent on high potential accounts.
• Maintain a thorough understanding of Toast product roadmaps and industry trends to support informed, future focused conversations with customers.

Requirements

• Bring at least two years of quota carrying experience in B2B sales roles that emphasize closing business and managing pipelines.
• Demonstrate comfort operating in fast paced, high volume environments where complex SaaS solutions are sold to growing businesses.
• Exhibit strong command of end to end selling techniques, including discovery, stakeholder alignment, negotiation, and closing.
• Show a mindset oriented toward ownership, resilience, and proactive problem solving when navigating ambiguous or challenging situations.
• Deliver excellent written and verbal communication, with sharp organizational and time management skills to balance multiple priorities.
• Prove the ability to adapt quickly to shifting priorities, evolving market conditions, and changing customer expectations.
• Have a track record of meeting or exceeding sales targets in roles that require high activity levels and consistent performance.
• Be proficient in using sales technology tools, with a particular emphasis on Salesforce or similar CRM platforms for managing pipelines and forecasting.
• Display strong collaboration skills, working effectively with cross functional teams to support customer success and retention.
• Commit to following established sales processes and methodologies while continuously seeking ways to improve personal workflows.

Nice to have

• Familiarity with Salesforce CRM and related sales platforms to accelerate onboarding and data management.
• Experience with structured sales methodologies such as Sandler to guide disciplined buyer conversations.
• Background in B2B sales to small and mid sized businesses, restaurants, hospitality venues, or retail environments to leverage domain knowledge.

Practical notes

This role operates as a remote position with occasional travel to assigned territories, requiring reliable internet connectivity and a dedicated workspace. The compensation structure includes a base salary of $75,000 and uncapped commission potential, with an on target total earnings target of $120,000 over a multi year commitment. Applicants should be prepared to engage with a hiring process that values consultative selling abilities, data driven decision making, and long term relationship building.