Mid Market Account Executive, Toast Retail

What you'll do

• Build pipeline, conduct retail-focused discovery, and sell Toast Retail through tailored demonstrations and business cases.
• Own sales from lead development through deal structuring, negotiation, close, and handoff; navigate buying committees and lengthy sales cycles.
• Document repeatable sales practices, share retailer needs with Product, and maintain pipeline and forecasting discipline.

What they ask for

• 5+ years of successful technology or professional services sales experience; SaaS, payments, or retail/restaurant technology preferred.
• Track record sourcing and closing complex, multi-stakeholder deals.
• Skills in deal development, financial structuring, negotiation, closing, and value-based selling.
• Proficiency with MEDDPICC or a comparable qualification methodology; ability to travel 30% or more.

Nice to have

• Experience selling into or operating within grocery, convenience, liquor, or specialty retail.
• Experience standing up a new segment, vertical, or sales motion, especially taking an SMB product upmarket.

Pay

$98,000 — $157,000 USD (base salary); $85,000 — $136,000 USD (base salary); $76,000 — $122,000 USD (base salary); $217,000 — $347,000 USD (total targeted cash); $188,000 — $301,000 USD (total targeted cash); $169,000 — $271,000 USD (total targeted cash)

Tools

Salesforce, MEDDPICC

AI focus

The company provides AI tools across disciplines, including Sales, and encourages employees to use them to build for customers faster and with higher quality. In hiring, AI supports recruiters and interviewers with note-taking, summarization, and interview documentation; hiring decisions are made by people.