Sales Manager, SMB Account Executives (Grower)

Toast creates technology to help restaurants and local businesses succeed in a digital world, helping business owners operate, increase sales, engage customers, and keep employees happy. Join Toast's rapidly expanding Customer Growth (Upsell) Sales team! We empower existing SMB Toast POS customers to maximize their success by expanding their product offerings and delivering a high quality, language inclusive experience. As a Strategic Cuisines Growth Account Executive, you’ll manage a book of existing SMB customers with a goal of driving revenue through expansion and product adoption in the customer’s preferred language. This is a full-cycle role where you’ll partner with cross-functional teams to deliver value across the Toast platform. Our sales culture is a dynamic blend of competitive drive and collaborative spirit, where winning as a team is paramount. Note: this is a role where you will be primarily remote, working at home, but also spending occasional time in the field in your assigned territory(s).    What you'll do (Responsibilities): As a Strategic Cuisines Customer Growth Account Executive, you will drive revenue growth by: * Managing the full sales cycle for customer expansion, identifying and closing upsell opportunities within your assigned territory of existing Toast SMB POS customers, from outbound prospecting to contract negotiation and close. * Utilizing consultative selling and discovery, conducting deep discovery to uncover customer pain points and business goals, leveraging consultative sales techniques to position Toast's expanded product offerings. * Achieving quota attainment, consistently meeting and exceeding monthly sales revenue and unit booking targets. * Executing pipeline management, maintaining a highly organized sales pipeline and activity records within Salesforce CRM and other essential tools. * Demonstrating market and product expertise, developing a strong understanding of the competitive landscape to effectively position Toast solutions and articulate their unique value. * Engaging in cross-functional collaboration, partnering seamlessly with New Business, Services, and Implementation teams to ensure successful customer onboarding and satisfaction. * Applying strategic sales methodology, using proven sales methodologies (ex. Sandler) to uncover urgency, drive value, and create compelling propositions.   What you'll need to thrive (Requirements): We're looking for a driven and adaptable sales professional with: * Must be fluent in Spanish and English - able to read, write, and speak. * Proven sales acumen, including 2+ years of quota-carrying sales experience in a closing role (ex. Business Development Representative, Account Executive), with a consistent track record of meeting and exceeding monthly sales performance goals. * A track record of success in a high-velocity or high-volume, transactional B2B SaaS sales environment. * Expertise in full-cycle sales skills, including deep discovery, compelling storytelling, persuasive negotiation, and effective closing techniques. * A consultative approach, with the ability to act as a strategic consultant, challenging prospects' perspectives and driving new ways of thinking about their business. * A growth and ownership mindset, being highly self-motivated, competitive, resilient, and taking strong ownership of results. * Exceptional communication skills, including excellent written and verbal communication, coupled with strong time management and organizational abilities. * The ability to adapt, with a proven capacity to thrive and adjust in a dynamic, rapidly evolving sales environment.   What will help you stand out (Nonessential Skills/Nice to Haves): * Familiarity with Salesforce CRM. * Experience with Sandler Sales Training or similar structured sales methodologies. * Prior B2B sales experience within the SMB, restaurant, hospitality, or retail sectors.   Note: Toast will not sponsor applicants for work visas for this role.   AI at Toast At Toast we’re Hungry to Build and Learn. We believe learning new AI tools empowers us to build for our customers faster, more independently, and with higher quality. We provide these tools across all disciplines, from Engineering and Product to Sales and Support, and are inspired by how our Toasters are already driving real value with them. The people who thrive here are those who embrace changes that let us build more for our customers; it’s a core part of our culture.   Our Total Rewards Philosophy We strive to provide competitive compensation and benefits programs that help to attract, retain, and motivate the best and brightest people in our industry. Our total rewards package goes beyond great earnings potential and provides the means to a healthy lifestyle with the flexibility to meet Toasters’ changing needs. Learn more about our benefits at https://careers.toasttab.com/toast-benefits. The estimated Total Targeted Cash compensation range for this role is listed below. Total Targeted Cash for this role includes base salary, commission, and bonus (if eligible). This role qualifies for uncapped commissions. The starting salary will be determined based on skills, experience, and geographic location. In addition to cash compensation, our total rewards components include benefits and equity (if eligible). You can learn more about how we align pay with local labor markets in our Geographic Pay Zone Philosophy. Zone A $148,000—$237,000 USD Zone B $128,000—$205,000 USD Zone C $115,000—$185,000 USD How Toast Uses AI in its Hiring Process Throughout the hiring process, our goal is to get to know you. We use AI tools to support our recruiters and interviewers with tasks like note-taking, summarization, and documentation of interviews to ensure they can be fully focused on your conversation. All hiring decisions are made by people. To learn more: https://careers.toasttab.com/ai-in-hiring Our Approach to Hybrid Working We embrace a hybrid work model that fosters in-person collaboration while valuing individual needs. Our goal is to build a strong culture of connection as we work together to empower the hospitality community, regardless of location. Please visit the Locations page on our career site to learn more about our in-office expectations by region: https://careers.toasttab.com/locations-toast Diversity, Equity, and Inclusion is Baked into our Recipe for Success At Toast, our employees are our secret ingredient—when they thrive, we thrive. The restaurant industry is one of the most diverse, and we embrace that diversity with authenticity, inclusivity, respect, and humility. By embedding these principles into our culture and design, we create equitable opportunities for all and raise the bar in delivering exceptional experiences. We Thrive Together We embrace a hybrid work model that fosters in-person collaboration while valuing individual needs. Our goal is to build a strong culture of connection as we work together to empower the restaurant community. To learn more about how we work globally and regionally, check out: https://careers.toasttab.com/locations-toast. Apply today! Toast is committed to creating an accessible and inclusive hiring process. As part of this commitment, we strive to provide reasonable accommodations for persons with disabilities to enable them to access the hiring process. If you need an accommodation to access the job application or interview process, please contact candidateaccommodations@toasttab.com. ------ For roles in the United States, it is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

WHO WE ARE ABOUT STRIPE Stripe is a financial infrastructure platform for businesses. Millions of companies - from the world’s largest enterprises to the most ambitious startups - use Stripe to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet, and we have a staggering amount of work ahead. That means you have an unprecedented opportunity to put the global economy within everyone's reach while doing the most important work of your career. ABOUT THE TEAM The Enterprise Sales team engages with some of the largest and fastest-growing businesses in the world to take advantage of Stripe’s solutions. You'll lead and coach high-performing sales executives dispersed across the US, helping them deliver on ambitious targets, as well as roll up your sleeves to work directly with prospective Stripe customers. WHAT YOU’LL DO RESPONSIBILITIES * Recruit, mentor, develop, and lead a team of sales professionals while scaling our GTM presence across AMER. * Train the team in up-leveling professional skills such as collaborative pipeline generation, consultative and solution-based selling, closing tactics, adoption of MEDDIIC, and serving as a trusted advisor to Stripe Users. * Develop both the long-term vision and strategy for the team and manage day-to-day operations. * Be accountable for operating net revenue and activation targets to grow Stripe’s revenue. * Effectively work cross-functionally across the organization to shape Stripe’s solutions to meet client needs. * Inspire, motivate and enable individual development to promote career growth of direct reports. WHO YOU ARE We are looking for a self-starting leader who is a builder and has demonstrated a track record of target attainment and success dealing with ambiguity, operating in a high-growth environment, and solving complicated problems with limited oversight. Ideal candidates will have management and leadership experience scaling a technology sales team, superior communication skills, and a knack for understanding unique customer needs and deeply technical sales. We're looking for someone who meets the minimum requirements to be considered for the role. If you meet these requirements, you are encouraged to apply. The preferred qualifications are a bonus, not a requirement. MINIMUM REQUIREMENTS * 10+ years of experience as a proven account executive and/or 5+ years of front line sales management experience within technology, SaaS, banking or payments spaces. Second line management experience is a plus. * Experience training, coaching, and scaling a high-performance sales team. * Ability to build relationships with strategic clients, industry thought leaders and alliances & channel partners. * Experience operating in an early stage, high-growth, technology forward environment. * Demonstrated passion for Stripe’s mission. * Ability to clearly communicate technical concepts and build great relationships with highly technical customers.