Regional Hotel Enterprise Account Executive, Toast
$169-301k
OTE
Point of sale and management system for restaurants
Be an early applicant
Point of sale and management system for restaurants
1001+ employees
Be an early applicant
$169-301k
OTE
1001+ employees
Company mission
Toast's mission is to enrich the food experience for all.
Role
Who you are
- 3–6+ years of quota-carrying, full-cycle SaaS or technology sales experience, with a consistent record of meeting or exceeding quota
- Experience across SaaS, payments/credit card processing, or hospitality technology; hotel F&B, restaurant POS, or PMS experience is a significant plus
- Proven success in environments with 3–6 month sales cycles and a high volume of concurrent opportunities
- Comfortable selling to Director- and VP-level operators, owner-operators, and property General Managers, and building consensus across a multi-property group
- Strong outbound prospecting skills and genuine willingness to build your own pipeline
- Solid deal skills — discovery, business case development, pricing and financial structuring, negotiation, and closing with both new and existing clients
- Previous experience with MEDDPICC or a comparable qualification methodology is a plus
- Comfortable with process-driven sales, reporting, and tracking
- Strong written and presentation-based communication skills are required
- Must have the ability to work with minimal supervision
- Comfortable working in an entrepreneurial environment
- Travel approximately 25–35%
What the job involves
- We are looking for a Regional Account Executive to grow Toast's presence among hotel management companies and ownership groups operating 5–25 properties with food & beverage outlets
- These are portfolios large enough to need a real F&B platform, but nimble enough to move quickly — which makes them one of the most exciting places to sell at Toast
- You will own the full sales cycle: building your own pipeline, educating corporate leaders on the Toast value proposition through demonstrations and presentations, and communicating a compelling purchase rationale that turns a first location into a portfolio-wide rollout
- Hotels is a high-growth focus area for Toast, and this role sits at the center of it!
- Own the full sales cycle for hotel management companies and ownership groups with 5–25 properties with F&B — identifying and developing leads, running discovery and demos, building the business case, structuring the deal, negotiating, and closing master service agreements, while handing off individual property deals to the property level hotel account executives
- Self-source a meaningful share of your pipeline through outbound prospecting, industry associations and events, and referrals, supplemented by inbound and partner-generated leads
- Build multi-threaded relationships across the portfolio — corporate F&B and operations leaders, regional directors, property General Managers, and outlet managers — and navigate the split between management company and ownership decision rights
- Position multi-property rollouts, showing how standardizing F&B technology across a portfolio reduces operating complexity, improves visibility, and scales as the management company adds properties
- Land and expand: win a flagship property or restaurant concept, prove it out, and convert that success into the rest of the management company portfolio
- Cultivate relationships with business partner counterparts and account managers who sell and support complementary applications and services to point of sale systems serving the hotel and restaurant industries — including PMS providers, vendor partners and hospitality technology consultants
- Manage a high volume of concurrent opportunities in Toast sales tools (Salesforce), keeping pipeline, contacts, engagement activity, and forecasts accurate and current
- Understand the competitive landscape (strengths, weaknesses, benefits) and determine how to position Toast to win
- Partner with Sales Engineering, Implementation, and Customer Success to scope rollouts and set accounts up for long-term expansion
Our take
Running a restaurant means managing a stressful set of elements, all needing to work together seamlessly to create a good experience for diners. Toast helps to streamline processes and puts an end to piles of paperwork by providing a platform whereby tableside ordering, menu modifications, labour management, payroll, and more are all housed in one system that can run from a tablet.
Toast offers restaurant-grade hardware and cloud-based, customisable payment solutions to serve clients from startup through to growth phase, as well as a service for established restaurants. By combining all the digital services a restaurant might need, the platform can act as a comprehensive solution for restaurants of any size, saving restaurateurs from having to invest in a range of technologies.
Toast has over 70,000 restaurants on its books, from food trucks to national brands, and its mobile ordering and payment solutions have made it a recognized brand for consumers. The company's IPO in 2021 saw it valued at over $30 billion, and since then, it has added more features to its product suite, including wholesale and catering order tools. Toast has proven its place as an indispensable player in the restaurant space.
Freddie
Company Specialist at Welcome to the Jungle
Insights
28% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Feb 2020
$400m
SERIES F
Apr 2019
$250m
SERIES E
Total funding: $899m
Company benefits
- Peer and company recognition programs
- Unlimited Vacation
- Sabbatical opportunity after five years
- Professional Development Reimbursement Program
- Commitment to Employee Wellness through resources such as a quarterly Wellness Stipend
- Various peer and company recognition programs
- 401(k) and matching
- Medical, Dental, & Vision Coverage
- Mental Health Benefits
- Subsidized backup childcare
Company HQ
Fort Point Channel Landmark District, Boston, MA
Leadership
Steve Fredette
(Co-Founder & President)They studied at MIT before co-founding Klick Mobile in 2009 and spending almost 7 years at Endeca. They left their Management role in June 2012 having co-founded Toast in May.
Aman Narang
(Co-Founder & CEO)Having studied Computer Science at MIT, they worked at Endeca for 5 years. They moved from working as Product Manager to work full-time as President of Toast in 2013, having co-founded it the previous year.
Jonathan Grimm
(Co-Founder & CTO)They also studied Computer Science at MIT before working as an Engineer for Endeca for over 4 years. They worked at Oracle for 5 months prior to co-founding Toast in May 2012.
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