Global Payments

Compensation

Full Description

Summary of This Role We are seeking a high-performing, results-driven Enterprise Account Executive to join our growing sales team. In this role, you will be responsible for identifying, developing, and closing new business opportunities with large, multi-unit restaurant brands. The enterprise account executive will work closely with internal stakeholders (Sales Engineers, Product, Marketing, Implementation teams, etc.) to tailor solutions that solve our customers biggest challenges across the suite of technology solutions. The ideal candidate has experience with strategic selling and requires a deep understanding of the restaurant technology industry and enterprise technology sales cycles. What Part Will You Play? ● Communicate and inspire a vision for the business to customers ● Identify and target key stakeholders, decision-makers, and influencers across technology, operations, and executive leadership ● Manage the sales process from end to end inclusive of building a funnel, qualifying leads, identifying decision makers, coordinating product demonstrations, negotiating contractual and financial terms and ensuring on-going customer satisfactions post-sale ● Understand the customer’s business objectives and ensure Xenial is viewed as a strategic partner to help meet these goals ● Manage QBR’s (Quarterly Business Reviews), performance reporting, and strategic check-ins with key stakeholders ● Partner with other business units to expand cross-sell opportunities ● Build and develop senior-level customer relationships through consultative selling and promoting customer confidence in Xenial ● Create and conduct product skills and sales meeting training to inform customers of new developments in products, technology, industry updates, company policies and procedures ● Conduct discovery calls, product demos, and solution presentations ● Maintain strong knowledge of our full suite of restaurant technology products and continuously stay current on industry trends ● Collaborate with internal teams (Sales Engineering, Product, Implementation) to craft tailored proposals and RFP responses ● Represent the company at industry trade shows, conferences, and events ● Accurately forecast pipeline, revenue, and close timelines within CRM (Salesforce) ● Meet or exceed quarterly and annual sales targets ● Net revenue growth ● Pipeline development ● Close rate and sales cycle efficiency ● Strategic account mapping and relationship development ● Execution of account growth plans What Are We Looking For in This Role? Minimum Qualifications ● Bachelor’s degree in Business, Marketing, Hospitality, or related field ● 5+ years of experience in enterprise sales and/or account management in a B2B or restaurant technology company ● Prior experience responding to RFPs, negotiating long-term contracts, and working with legal teams ● Demonstrated success in closing large, strategic accounts with multi-location customers ● Proven track record of managing complex, strategic accounts with high customer satisfaction and revenue growth Preferred Qualifications ● Salesforce experience ● Experience working with large, multi-location restaurant brands ● Experience with Microsoft Office and/or Google suite of Products What Are Our Desired Skills and Capabilities? ● Attention to detail ● Self-Starter ● Excellent communication, negotiation, and interpersonal skills, including executive presence ● Strong business acumen and deep understanding of enterprise buying processes ● Project management and organizational capabilities ● Deep understanding of and relationship management in a SaaS or restaurant technology environment ● Ability to work cross-functionally and influence internal teams in a fast-paced environment ● Strategic thinker with a strong customer-first mindset ● Entrepreneurial spirit with a hunger to build and grow pipeline and presence in the space ● Experience with Salesforce, project management tools such as JIRA, and the Google suite of products #LI-Remote