About this role.
Toast is seeking a Customer Growth Sales Account Executive to drive revenue growth by expanding product adoption among existing SMB POS customers. This full-cycle sales role involves managing an existing customer book, conducting consultative discovery, and closing upsell opportunities. The ideal candidate has 2+ years of quota-carrying sales experience, ideally in a high-velocity B2B SaaS environment. This is a remote role with occasional field work, requiring strong self-motivation and cross-functional collaboration.
Role DNA
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Job Complexity
4/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
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Core skills
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Cover letter sample
Dear Hiring Manager,
I am excited to apply for the Customer Growth Sales Account Executive position at Toast. With over 3 years of experience in B2B SaaS sales and a track record of exceeding quotas, I have honed the skills necessary to drive expansion and product adoption among existing customers.
In my previous role, I used consultative selling techniques to uncover customer pain points and close upsell opportunities, consistently achieving 110% of my targets. I am experienced in managing a full sales cycle, using Salesforce CRM, and collaborating with cross-functional teams to ensure customer success.
I am drawn to Toast's mission of helping restaurants succeed and would love to bring my growth mindset and resilience to your dynamic sales team.
Sincerely, [Your Name]
Sample interview questions
In my previous role as an Account Executive at a SaaS company, I managed a book of existing customers and focused on expanding their subscriptions. I would conduct regular business reviews, identify pain points, and position additional features that addressed their needs. One success story involved a customer who was using only our basic plan; after a deep discovery and a demo of our analytics feature, they upgraded to our premium plan, increasing revenue by 40%.
I approach resistance by first understanding the root cause through active listening. Often, the objection is due to budget or perceived lack of value. I would reframe the conversation around ROI and how the additional products solve a specific pain point. I might also offer a trial or use case examples from similar restaurants to show the potential benefits.
At my last job, I collaborated with the implementation team to onboard a new customer who purchased additional modules. I ensured the customer's goals were communicated clearly to the team, and we created a tailored onboarding plan. This coordination helped the customer go live smoothly and reduced churn, leading to a strong renewal.
I use a systematic approach, leveraging Salesforce to track deals and set reminders. I prioritize based on deal size, likelihood to close, and urgency. I block time in my calendar for prospecting, follow-ups, and administrative tasks. I also use a qualification framework like BANT to quickly assess which deals are worth pursuing.
I am passionate about helping small businesses succeed, and Toast's focus on empowering restaurants resonates with me. I admire the company's commitment to innovation and the 'hungry to build and learn' value. My competitive yet collaborative nature fits well with Toast's sales culture, and I am excited to contribute to the growth of your customers.
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.
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.
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.
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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.
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