Account Executive, Restaurant365
Mid Market Payroll Sales
$80-120k
Plus Equity + Commission
Restaurant management software
Open for applications
Restaurant management software
1001+ employees
Open for applications
$80-120k
Plus Equity + Commission
1001+ employees
Company mission
To help restaurants increase sales control food costs, and optimize labor.
Role
Who you are
- 3+ years of full-cycle B2B sales experience with a consistent record of quota attainment; SaaS, HCM, payroll, or workforce management experience strongly preferred
- Experience selling to mid-market restaurant groups, franchise organizations, multi-unit operators, or similarly complex businesses
- Direct experience selling payroll, workforce management, HCM, HR, accounting, or business management software is preferred
- Working knowledge of payroll fundamentals, including tax filing, direct deposit, tip credit, overtime, PTO, garnishments, and compliance considerations
- Proven ability to manage complex, multi-stakeholder sales cycles involving multiple active opportunities, business cases, and executive decision-makers
- Strong prospecting skills and demonstrated success creating pipeline through outbound and inbound motions
- Strong discovery, presentation, objection-handling, negotiation, and closing skills
- Ability to build credibility with business owners, operators, finance leaders, payroll administrators, and HR stakeholders
- Proficiency with Salesforce or a comparable CRM, with strong discipline around pipeline hygiene and forecast accuracy
- Effective written and verbal communication skills, including the ability to explain complex payroll concepts clearly
- High energy, self-motivated, goal-oriented, and comfortable working in a performance-driven environment
- Demonstrated ability to collaborate with Sales Engineering, Customer Success, Marketing, Product, Implementation, and Revenue Operations
- Trustworthy, ethical, and professional in all business dealings
- Ability to work 100% remotely
- Up to 15% travel may be required for customer meetings, conferences, team events, and offsites
- AI fluency, including the ability to use approved AI tools responsibly to improve research, preparation, productivity, and customer impact while reviewing outputs for accuracy and protecting confidential information
What the job involves
- This role focuses on established regional restaurant groups, franchise organizations, and multi-unit operators with approximately 13–50 locations. The Account Executive helps customers simplify payroll administration, improve labor visibility, and connect payroll and workforce data to their restaurant operations and financial results
- This is a full-cycle, consultative sales role responsible for account strategy, prospecting, discovery, demonstrations, business cases, proposals, negotiation, and close. The successful candidate builds consensus across executive, finance, HR, payroll, and operations stakeholders while navigating complex buying processes and delivering a clear path to implementation
- Own the full sales cycle for mid-market payroll opportunities, from prospecting and account strategy through close and post-sale handoff
- Build and manage a qualified pipeline through outbound prospecting, inbound leads, referrals, partner introductions, and cross-sell opportunities
- Develop account plans for established regional groups, franchise organizations, and multi-unit operators with complex payroll needs
- Lead discovery with executive, finance, HR, payroll, and operations stakeholders to identify business challenges, buying requirements, and desired outcomes
- Deliver tailored demonstrations and business cases that connect R365 Payroll and Workforce Management solutions to measurable operational and financial value
- Navigate multi-stakeholder buying processes, build consensus, manage mutual action plans, negotiate within approved guidelines, and close new business against quota
- Identify and develop expansion opportunities within existing R365 accounting, operations, inventory, scheduling, and workforce management customers
- Maintain accurate Salesforce and Gong records, including opportunity strategy, next steps, close plans, and revenue forecasts
- Partner with Sales Engineering, Marketing, Product, Implementation, Customer Success, and internal subject matter experts to advance opportunities and ensure customer readiness
- Deliver a clear, well-documented handoff to Implementation and Customer Success while representing Restaurant365 professionally in customer meetings and industry engagements
- Shapes how their discipline uses AI, balancing innovation, risk, and data privacy in partnership with stakeholders
Our take
Restaurant management can be rather outdated, often relying on spreadsheets and physical receipts. Restaurant365 develops all-in-one management software solutions for the restaurant industry, encompassing accounting, analytics, staff, and inventory management within its toolkit.
Restaurant365’s customer base isn’t just restaurants though, it’s software attracts accounting firms that work with restaurants as well as small eateries and large franchises. Its expansive customer base is reflected in the amount of funding that it has received since its founding in 2011, now making it a verified Unicorn.
Restaurant365’s most recent round of funding came in 2024, and its $175 million will be invested in further enhancing its product. The company's success is unprecedented, as most would bet that the post-pandemic restaurant industry would struggle to get back on its feet. Restaurant365 defied expectations and actually turned out to be the company that COVID-hit restaurants relied on to keep their heads above water. This goes some way to explain the success of the company, which is a proven aid for the ailing dining industry.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
118% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
May 2024
$175m
GROWTH EQUITY VC
May 2023
$135m
LATE VC
Total funding: $437.5m
Company benefits
- Fully Covered Health Insurance: R365 provides comprehensive medical, dental, and vision coverage—100% paid for full-time employees.
- Flexible Time Off: Recharge when you need, so you can stay energized and focused.
- 401k with employer math.
- Stock options to purchase equity.
- Health Savings and Flexible Spending Accounts.
- Employee discount programs to lifestyle vendors and servcies.
- Annual learning and development reimbursement.
- Access to LinkedIn Learning.
- Employee recognition and TIP program.
- Fertility guidance and support.
- Online legal solutions.
- Paid parental leave.
- Disability insurance.
- Pet and life insurance.
- Wellness programs.
- Health concierge and support.
- Meditation and mindfulness courses.
- Gym discounts and virtual fitness classes.
Company HQ
East Irvine, Irvine, CA
Leadership
Tony Smith
(Co-Founder & CEO)Previously on the Board of Directors at Dynamic Methods. Before that, they were a Director of Services there.
Morgan Harris
(Co-Founder & Chief Customer Advocate)Previously Partner and Co-Founder at Dynamic Methods, Account Executive/Senior Consultant at Foreshock and Auditor at PriceWaterhouseCoopers.
John Moody
(Co-Founder)Previously CRM Managing Partner and Board Member at Dynamic Methods.
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