Account Executive, Restaurant365
Payroll Sales
$70-100k
+ Commission + Equity Option Grant
Restaurant management software
Be an early applicant
Restaurant management software
1001+ employees
Be an early applicant
$70-100k
+ Commission + Equity Option Grant
1001+ employees
Company mission
To help restaurants increase sales control food costs, and optimize labor.
Role
Who you are
- 5+ years of relevant experience, with a record of exceeding quota in sales; software sales preferred
- Experience running a full sales cycle with a primary decision maker, including prospecting, discovery, demos, and closing
- 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, and compliance considerations. Strong candidates may learn some of these on the job
- Demonstrated ability to build pipeline through outbound and inbound motions and convert qualified opportunities into closed revenue
- Strong discovery, presentation, objection-handling, negotiation, and closing skills
- 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 payroll and business concepts clearly
- High energy, self-motivated, and comfortable in a performance-driven environment
- AI fluency, including the ability to use approved AI tools responsibly while reviewing outputs for accuracy and protecting confidential information
- Curiosity and eagerness to use AI in your daily work, backed by hands-on experience, a good sense of what generative AI can and can't do, and the judgment to verify its outputs
- Trustworthy, ethical, and professional in all business dealings
- Ability to work remotely
What the job involves
- The Account Executive, Payroll Sales, Commercial sells Restaurant365 Payroll and Workforce Management solutions to small and midsize restaurant operators
- You will own a short, mostly linear sales cycle from prospecting through close, build your own pipeline, and keep new customers on track to go live after the sale. You work independently within your scope and against a full quota
- Who you sell to: Commercial restaurant groups of about 2 to 12 units, usually with an owner or operator as the primary decision maker
- How you sell: Consultative and high volume. You uncover the operator's needs and the business impact of payroll and labor challenges, deliver tailored demos, use standard ROI tools, and close on standard terms
- How you work: You partner with Sales Engineering, Marketing, Implementation, Customer Success, and Revenue Operations, and ask your manager for guidance on complex pricing, contracting, or deal situations
- Own the sales cycle for Commercial payroll opportunities from prospecting through close and handoff, against a full quota
- Build and manage your own qualified pipeline through outbound prospecting, inbound leads, referrals, partner introductions, and cross-sell opportunities within the existing R365 customer base
- Run discovery with owners, operators, and finance or payroll contacts to understand needs, buying requirements, and the business impact of their payroll and labor challenges
- Deliver tailored demonstrations of R365 Payroll and Workforce Management that connect to the operator's workflows and priorities
- Use standard ROI tools to show measurable value, such as improved labor visibility, administrative efficiency, and compliance support
- Handle objections, negotiate within approved guidelines, and close new business on standard terms
- Identify cross-sell opportunities within existing R365 accounting, operations, inventory, scheduling, and workforce management customers
- Maintain accurate Salesforce and Gong records, including next steps, close dates, and forecast
- Deliver a clear, well-documented handoff to Implementation and Customer Success, and keep new customers on track to go live
- Partner with Sales Engineering, Marketing, Product, Implementation, Customer Success, and Revenue Operations to advance opportunities
- Stay current on payroll fundamentals and the payroll, workforce, and compliance challenges that affect restaurant operators
- Use approved AI tools responsibly to improve account research, preparation, and productivity, reviewing outputs for accuracy and protecting confidential information
- Find opportunities to automate and improve how work gets done across your role with approved AI and other tools, choosing the right tool for each task, refining your prompts, and reviewing outputs for quality and time saved
- Actively seek feedback and use it to improve your results and help normalize feedback within the team
- Other duties as assigned
- What success looks like:
- 30 days: Complete R365 payroll product training and certification; learn the Commercial customer profile, sales process, and territory
- 60 days: Build an active pipeline in your territory; run discovery conversations and demos independently
- 90 days: Manage your own opportunities from discovery to close, keep Salesforce and Gong records accurate, and close your first deals
- Year 1: Consistently attain quota with an accurate pipeline and forecast, and keep new customers on track to go live
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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