Mid-Market Sales Manager, Retail

🔥 12 hours ago

🇺🇸 United States – Remote

💵 $87k - $178k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🤑 Sales

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

👻 Ghost score 0%

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Toast

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2013

🍽️ Food & Beverage

💼 Consulting

📦 Logistics

Food & Beverage • Consulting • Logistics

Toast is a technology company that specializes in providing integrated software and hardware solutions for the restaurant industry. Their offerings include a comprehensive restaurant management platform that features point of sale (POS) systems, payment processing, online ordering, payroll management, and various operational tools designed to streamline restaurant operations. Toast's platform is tailored to meet the needs of diverse restaurant types, including quick service, full service, fast casual, fine dining, cafes, and food trucks. They also provide resources like industry insights and educational materials to support restaurant success.

📋 Description

• Lead a small team of Mid-Market Account Executives pursuing multi-location grocery, liquor, and convenience operators • Carry and deliver an individual quota in year one while hiring, onboarding, and ramping the team, then transition to a full team number as the team scales • Hire, develop, motivate, and manage a quota-achieving Mid-Market sales team from the ground up • Build and codify the Mid-Market Retail sales process, including discovery frameworks, demo flows, business case models, mutual action plans, and executive proposals • Run a disciplined sales process and coach qualification rigor, multithreading, and champion development • Own live Mid-Market deals end to end and convert learnings into repeatable team playbooks • Join discovery calls, site visits, and store walks with representatives • Own pipeline generation, executive meetings, value proposition development, deal structuring, negotiation, and close • Partner with Product, Marketing, Enablement, Deal Desk, Finance, and Onboarding to establish a repeatable Mid-Market motion • Bring Mid-Market retailer insights into the product roadmap • Forecast accurately with limited historical data • Assess and engage in competitive RFPs • Leverage the GTM technology stack to establish conversion benchmarks and report on them • Distinguish repeatable processes from one-off deals • Monitor the competitive landscape and position Toast Retail against incumbents • Report to the VP of Sales, Toast Retail

🎯 Requirements

• 5+ years of sales experience in a sourcing and closing role, with a track record in Mid-Market or complex, multi-stakeholder deals • 3+ years of sales leadership experience building and developing quota-achieving teams and outbound pipeline generation • Expertise in complex deal development, financial structuring, negotiation, and closing with new and existing customers • Proficiency with MEDDPICC or a comparable qualification methodology • Disciplined pipeline management and forecasting • Recent personal credibility with Mid-Market buyers and willingness to continue selling • Founder’s mindset and ability to operate amid ambiguity • Cross-functional influence with Product, Marketing, and Operations partners • Strong written and verbal communication, executive stakeholder management, and complex pricing negotiation skills • Comfortable educating customers and team members on US credit card processing fundamentals • Experience standing up a new segment, vertical, or motion, especially taking an SMB product upmarket • Experience selling into or operating within grocery, convenience, liquor, or specialty retail • Fluency in retail operational realities, including inventory depth and SKU management, scan data, shrink, category management, age verification and compliance, fuel and foodservice • Experience in a fast-paced, high-growth technology environment • Proven track record of creating a high-performing culture

🏖️ Benefits

• Competitive compensation and benefits programs • Cash compensation, including overtime, bonus/commissions if eligible • Equity if eligible • Uncapped commissions • Flexible benefits supporting a healthy lifestyle and changing needs • AI tools provided across disciplines • Hybrid work model valuing individual needs • Reasonable accommodations for persons with disabilities