客户增长销售客户经理
Customer Growth Sales Account Executive
Toast 为餐厅和本地企业打造技术，帮助他们在数字世界中取得成功，助力商家运营、提升销量、与客户互动并让员工满意。
加入 Toast 快速扩展的客户增长（增售）销售团队！我们赋能现有的中小型企业 Toast POS 客户，帮助他们通过扩展产品组合实现更大成功。作为客户增长客户经理，你将负责现有中小型企业客户的业务，目标是通过扩展和产品采用来推动收入增长。这是一个全周期角色，你将与跨职能团队合作，为 Toast 平台带来价值。我们的销售文化是竞争意识与协作精神的结合，团队胜利是最重要的。
注意：这个职位主要为远程办公，居家工作，但也会偶尔在指定区域实地拜访。
**你将负责（职责）：**
作为客户增长客户经理，你将通过以下方式推动收入增长：
- 管理客户扩展的完整销售周期，识别并完成你在指定区域内的现有 Toast 中小型 POS 客户的增售机会，从主动开拓到合同谈判和成交。
- 运用咨询式销售和调研方法，深入调研以发现客户痛点和业务目标，利用咨询式销售技巧来推广 Toast 的扩展产品。
- 实现配额达成，持续满足并超越每月的销售收益和单位预订目标。
- 执行销售管道管理，在 Salesforce CRM 和其他关键工具中保持高度组织化的销售管道和活动记录。
- 展现对市场和产品的专业理解，深入掌握竞争环境，有效定位 Toast 解决方案并清晰传达其独特价值。
- 参与跨部门协作，与新客户、服务和实施团队无缝配合，确保客户顺利上线并满意。
- 应用战略销售方法，使用经过验证的销售方法（如 Sandler）来发现紧迫性、推动价值并创造有说服力的提案。
**你需要具备（要求）：**
我们寻找一位积极进取且适应力强的销售人员，具备：
- 经验丰富的销售能力，包括至少 2 年的销售经验，能够在销售岗位上完成配额（例如：业务发展代表）
查看英文原文
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. As a Growth Account Executive, you’ll manage a book of existing SMB customers with a goal of driving revenue through expansion and product adoption. 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 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:
- 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.
**AI at Toast**
At Toast, one of our company values is that 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](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](https://careers.toasttab.com/us-pay-zones).
Total Targeted Cash
$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. We ask that you complete interviews and assessments on your own, without real-time AI tools, recording, or transcription bots, unless we tell you otherwise in advance. To learn more: [https://careers.toasttab.com/ai-in-hiring](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](https://careers.toasttab.com/locations-toast)
**People Are the Secret Ingredient in Our Recipe for Success**
At Toast, our employees are our secret ingredient—when they thrive, we thrive. The restaurant industry brings together people with a wide range of backgrounds, experiences, and perspectives, and we value that same breadth at Toast. We strive to build a culture grounded in authenticity, respect, and humility, where every Toaster has a real opportunity to grow, contribute, and do their best work—raising the bar in delivering exceptional experiences for our customers and each other.
**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](mailto:candidateaccommodations@toasttab.com).
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