[Remote] Account Executive, Payroll Sales

Note: The job is a remote job and is open to candidates in USA. Restaurant365 sells payroll and workforce management solutions to small and midsize restaurant operators. The Account Executive owns the Commercial sales cycle from prospecting through close, builds and manages a pipeline, and helps new customers get ready to go live.

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
• Find opportunities to automate and improve how work gets done across your role with approved AI and other tools, choosing the right tool for each task, refining your prompts, and reviewing outputs for quality and time saved
• Actively seek feedback and use it to improve your results and help normalize feedback within the team
• Other duties as assigned

Skills

• 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
• 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
• Curiosity and eagerness to use AI in your daily work, backed by hands-on experience, a good sense of what generative AI can and can't do, and the judgment to verify its outputs
• 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

Benefits

• Commission
• Comprehensive medical benefits, 100% paid for employee
• 401k + matching
• Equity Option Grant
• Unlimited PTO + Company holidays
• Wellness initiatives
• Remote work

Company Overview