Account Executive, kea

• 5+ years of quota-carrying SaaS sales experience, ideally in restaurant tech, hospitality tech, POS, payments, CX automation, or adjacent verticals
• Proven success closing mid-market or commercial deals with multi-stakeholder buying groups. Selling directly to CEOs, CMOs, CTOs, and senior IT and Operations leaders
• Demonstrated ability to execute land-and-expand strategies, growing accounts across decision-makers and geographies
• Strong consultative selling discipline: you run discovery like a pro, demo value (not features), and build compelling business cases
• Experience in a 0 to 1 or early-stage environment, helping shape go-to-market strategy and initial sales playbooks
• Deep understanding of the restaurant industry landscape, the operations, pain points, and decision-making structures
• Comfortable with frequent travel to meet customers, close deals, and represent Kea at industry events
• Tenacity, curiosity, energy, and confidence, you own the room and genuinely care about solving customer problems

Desirable

• Full-Cycle Sales Execution
• Prospect, qualify, run discovery, deliver demos, and close net-new restaurant groups from first touch to signed contract
• Manage a pipeline of multi-location restaurant brands (10–100 locations), targeting operators, technology leaders, and C-level buyers
• Execute both land-and-expand strategies: winning new markets while growing revenue within existing accounts across multiple stakeholders and locations
• Strategic, Consultative Selling
• Lead discovery conversations that uncover pain points around call volume, labor costs, order accuracy, and customer experience
• Deliver tailored product walkthroughs, business cases, and ROI modeling that connect Kea's value to real operational and financial outcomes
• Navigate complex technical conversations around API-driven solutions and platform integrations (e.g., Olo, Toast, Square)
• Cross-Functional Collaboration
• Coordinate closely with implementation, product, and customer success teams to ensure seamless onboarding and set realistic customer expectations
• Provide feedback to leadership and product teams on market trends, competitive positioning, objections, and opportunities to strengthen our GTM motion
• Pipeline Discipline & Forecasting
• Maintain clean CRM hygiene and accurate forecasting to drive predictable revenue growth
• Build pipeline through outbound prospecting, industry events, referrals, and targeted campaigns
• 0→1 Playbook Building
• Help shape Kea's initial sales playbook and go-to-market strategy as we scale from early traction to repeatable growth
• Bring energy, curiosity, and strategic thinking to a fast-moving, high-impact environment
• What Success Looks Like:
• Meeting or exceeding an individual quota focused on net-new business acquisition
• Developing a predictable, healthy pipeline through disciplined outbound, events, referrals, and targeted campaigns
• Landing multi-unit restaurant chains that adopt Kea across locations and expand usage over time
• Owning the room in customer conversations, building trust, uncovering needs, and positioning Kea as a strategic partner
• Contributing meaningfully to Kea's evolving sales strategy and market positioning