Account Executive, Payroll Sales (copy)

Restaurant365 is a SaaS company providing cloud-based accounting and back-office solutions for restaurants. The Account Executive, Payroll Sales, Commercial role sells payroll and workforce management solutions to small and midsize restaurant operators, owning the sales cycle from prospecting through close and supporting customers through implementation. The role also involves pipeline development, consultative demonstrations, quota attainment, cross-functional collaboration, and accurate CRM management.

Responsibilities:

• Own the sales cycle for Commercial payroll opportunities from prospecting through close and handoff, against a full quota
• Build and manage your own qualified pipeline through outbound prospecting, inbound leads, referrals, partner introductions, and cross-sell opportunities within the existing R365 customer base
• Run discovery with owners, operators, and finance or payroll contacts to understand needs, buying requirements, and the business impact of their payroll and labor challenges
• Deliver tailored demonstrations of R365 Payroll and Workforce Management that connect to the operator's workflows and priorities
• Use standard ROI tools to show measurable value, such as improved labor visibility, administrative efficiency, and compliance support
• Handle objections, negotiate within approved guidelines, and close new business on standard terms
• Identify cross-sell opportunities within existing R365 accounting, operations, inventory, scheduling, and workforce management customers
• Maintain accurate Salesforce and Gong records, including next steps, close dates, and forecast
• Deliver a clear, well-documented handoff to Implementation and Customer Success, and keep new customers on track to go live
• Partner with Sales Engineering, Marketing, Product, Implementation, Customer Success, and Revenue Operations to advance opportunities
• Stay current on payroll fundamentals and the payroll, workforce, and compliance challenges that affect restaurant operators
• Use approved AI tools responsibly to improve account research, preparation, and productivity, reviewing outputs for accuracy and protecting confidential information
• Actively seek feedback and use it to improve your results and help normalize feedback within the team
• Other duties as assigned

Requirements:

• 5+ years of relevant experience, with a record of exceeding quota in sales
• Experience running a full sales cycle with a primary decision maker, including prospecting, discovery, demos, and closing
• Working knowledge of payroll fundamentals, including tax filing, direct deposit, tip credit, overtime, PTO, and compliance considerations. Strong candidates may learn some of these on the job
• Demonstrated ability to build pipeline through outbound and inbound motions and convert qualified opportunities into closed revenue
• Strong discovery, presentation, objection-handling, negotiation, and closing skills
• Proficiency with Salesforce or a comparable CRM, with strong discipline around pipeline hygiene and forecast accuracy
• Effective written and verbal communication skills, including the ability to explain payroll and business concepts clearly
• High energy, self-motivated, and comfortable in a performance-driven environment
• AI fluency, including the ability to use approved AI tools responsibly while reviewing outputs for accuracy and protecting confidential information
• Trustworthy, ethical, and professional in all business dealings
• software sales preferred
• Experience selling payroll, workforce management, HCM, HR, accounting, or business management software is preferred