Territory Account Executive-Melbourne

About the role

You are an early architect of the Toast presence in Australia, owning the end-to-end sales journey for restaurants in your territory. You prospect, qualify, and convert businesses across Melbourne, translating their distinct challenges into tailored Toast solutions. This role demands a founder's mindset as you build relationships from scratch and establish the Toast brand within a new market. You will collaborate cross-functionally to ensure seamless execution from sale to delivery while leveraging data and tools to refine your strategy. Your work creates immediate impact by driving revenue and shaping the future of dining operations locally. This position is for a self-driven individual who thrives in ambiguity and is committed to long-term growth.

Key facts

What you'll do

Identify and cultivate a pipeline of prospective restaurants using strategic sourcing methods and independent research.

Own the full sales cycle, progressing leads from initial outreach through discovery, demonstration, negotiation, and closure.

Conduct consultative demos that uncover needs and position Toast as the optimal solution for each prospect's operational goals.

Partner with internal stakeholders to align sales promises with product delivery and service implementation.

Utilise Salesforce to maintain accurate records of all sales activities, forecasts, and pipeline updates.

Analyse the competitive landscape to refine positioning and messaging against alternative solutions.

Champion Toast's value proposition with senior decision-makers across ownership and management levels.

Develop and test new sales approaches and messaging to improve conversion rates over time.

Collaborate with marketing and success teams to refine materials and support ongoing demand generation.

Act as the primary point of contact for assigned accounts, ensuring satisfaction and identifying expansion opportunities.

Represent Toast at industry events and networking opportunities to build awareness and credibility.

Translate customer feedback into actionable insights for product and sales enablement teams.

Maintain a disciplined pipeline and forecast to support company planning and growth initiatives.

Demonstrate resilience and adaptability in a fast-paced, high-growth startup environment.

Document best practices and share learnings to help scale the sales function in Melbourne.

Requirements

1+ years of experience in a sourcing or closing sales role, restaurant operations, or a relatable field and industry.

Demonstrate a founder mentality by embracing 0-1 deal structures and navigating ambiguity with confidence.

Possess reliable transportation, as this is a field-based position with reimbursement for mileage provided.

Exhibit strong communication, organisational, and presentation abilities across all decision-making levels.

Show a proven track record of exceeding performance goals and targets.

Thrive in a fast-paced, entrepreneurial setting while balancing competing priorities effectively.

Be self-motivated, creative, and highly flexible in response to evolving business needs.

Display general technical proficiency with common software tools and platforms.

Commit to working within the local Melbourne area or be willing to relocate to support the role.

Practical notes

This role operates within a dynamic, growth-focused environment where autonomy and ownership are essential. You will be responsible for defining processes and frameworks that set the standard for future hires in Melbourne. Success requires comfort with uncertainty and the ability to iterate based on market feedback. The position offers significant visibility into company strategy and direct influence on regional performance. You will work alongside cross-functional partners to ensure that customer expectations are met consistently. The role is designed for individuals who want to build a career in sales while contributing to a mission-driven organisation. Travel may be required within the territory as part of client engagement and prospecting activities. This is a field sales position that demands resilience, curiosity, and a commitment to continuous improvement. The ability to learn and apply new tools, including AI-assisted solutions, is encouraged as part of professional development. All activities must align with company policies and compliance standards.