Enterprise Account Executive - Sports and Entertainment

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. We are looking for an Enterprise Account Executive to lead efforts and expand Toast’s market share and presence in the Sports & Entertainment industry through establishment and cultivation of ongoing relationships at the Senior Leadership level. This person will create demand by educating prospects on the Toast value proposition through demonstrations and presentations of products and services by communicating a compelling purchase rationale. The Enterprise vertical is in major growth mode for Toast and this position will have high visibility to Senior leadership! A day in the life (Responsibilities) Cultivate relationships with business partner counterparts and account managers who sell and support complementary applications and services to point of sale systems serving the Sports & Entertainment and Food Service Management industries. Plan, direct and coordinate sales support activities, including management of the sales pipeline throughToast sales tools (Salesforce) Ensure all targeted prospect/client contacts and engagement opportunities are recorded in the Toast sales tools (Salesforce) Involved in all phases of the sales lifecycle including: identifying and developing leads; meeting with clients; developing value propositions; financial deal structuring; to contract negotiation and closing Conduct market research to identify selling possibilities and evaluate customer needs Actively seek out new sales opportunities through cold calling, networking and social media Working with senior management to establish sales goals and increase market share & revenue growth within assigned accounts Work closely with the Client Success team to develop upselling and account growth within the accounts assigned Understand the competitive landscape (strengths, weaknesses, benefits) and determine how to position Toast to win What you'll need to thrive (Requirements) Combination of SaaS, Credit Card processing and 8+ years of selling into the Sports & Entertainment Industry; Technology experience is required 8+ years of relevant successful technology or professional services sales leadership experience at the C-level is required Previous experience with MEDDPICC is a plus Previous success in selling/leading sales efforts in environments with 9 to 18 month sales cycles Proven sales skills in complex deal development, financial structuring, negotiations and closing with both new and existing clients Comfortable with process driven sales, reporting and tracking Strong written and presentation based communication skills are required Must have the ability to work with minimal supervision Comfortable working in an entrepreneurial environment Travel 50% or more 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. Zone A $217,000—$347,000 USD Zone B $188,000—$301,000 USD Zone C $169,000—$271,000 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.