Enterprise Account Executive – Multi-Unit Restaurants

Role Overview

We are seeking an Enterprise Account Executive to drive growth with multi-unit restaurant groups and hospitality operators. You'll own the full sales cycle from discovery to close, selling Palona's Conversational AI platform that transforms how high-volume restaurants answer calls, take orders, and book reservations. We're looking for a proven closer who thrives in startup environments, quickly builds credibility with executives, and delivers clear ROI for customers.

Responsibilities:

• Own the full sales cycle: discovery, demo, proposal, negotiation, and close,
• Target and engage key decision-makers across C-Suite, VP-level, GMs, and franchise owners
• Translate operator pain points (e.g., missed calls, staffing inefficiencies) into clear ROI with data, proof, and case studies
• Partner with marketing to co-develop outbound plays, ABM strategy, and restaurant-specific campaigns
• Use HubSpot to manage pipeline, forecast accurately, and maintain sales discipline
• Represent Palona at industry events, demos, and executive briefings
• Collaborate with customer success to ensure seamless handoff and accelerate customer time-to-value

Outcomes You'll Own:

• Pipeline growth and closed revenue from restaurant enterprise accounts
• Short sales cycles with clear business case alignment
• Multi-location, multi-market expansion opportunities
• Clear vertical positioning feedback to marketing and product

Requirements

Required:

• 4–8 years of B2B SaaS sales experience with a proven track record of closing
• Experience selling into multi-unit restaurants, franchise groups, or hospitality operators
• History of exceeding quota in consultative, high-value sales roles
• Proven success in early-stage startup environments requiring speed, ownership, and adaptability
• Strong understanding of the restaurant technology stack (POS, reservations, call centers, etc.)
• Customer-first mindset with a focus on solving problems, not just pitching products
• Ability to build and articulate compelling business cases tied to revenue outcomes

Preferred:

• Established network of restaurant industry contacts (franchise groups, operations leaders, IT buyers)
• Familiarity with AI, automation, or call-tracking technology
• Experience driving multi-location, multi-market expansion opportunities
• Strong vertical feedback loop skills to influence marketing and product positioning