Account Executive, Mid-Market
kea
full-time
Posted on:
Location Type: Remote
Location: United States
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About the role
- Full-Cycle Sales Execution: Prospect, qualify, run discovery, deliver demos, and close net-new restaurant groups from first touch to signed contract
- Manage a pipeline of multi-location restaurant brands (10–100 locations), targeting operators, technology leaders, and C-level buyers
- Execute both land-and-expand strategies: winning new markets while growing revenue within existing accounts across multiple stakeholders and locations
- Strategic, Consultative Selling: Lead discovery conversations that uncover pain points around call volume, labor costs, order accuracy, and customer experience
- Deliver tailored product walkthroughs, business cases, and ROI modeling that connect Kea's value to real operational and financial outcomes
- Navigate complex technical conversations around API-driven solutions and platform integrations (e.g., Olo, Toast, Square)
- Cross-Functional Collaboration: Coordinate closely with implementation, product, and customer success teams to ensure seamless onboarding and set realistic customer expectations
- Pipeline Discipline & Forecasting: Maintain clean CRM hygiene and accurate forecasting to drive predictable revenue growth
- Build pipeline through outbound prospecting, industry events, referrals, and targeted campaigns
- Help shape Kea's initial sales playbook and go-to-market strategy as we scale from early traction to repeatable growth
- Bring energy, curiosity, and strategic thinking to a fast-moving, high-impact environment
Requirements
- 5+ years of quota-carrying SaaS sales experience, ideally in restaurant tech, hospitality tech, POS, payments, CX automation, or adjacent verticals
- Proven success closing mid-market or commercial deals with multi-stakeholder buying groups
- Demonstrated ability to execute land-and-expand strategies, growing accounts across decision-makers and geographies
- Strong consultative selling discipline: you run discovery like a pro, demo value (not features), and build compelling business cases
- Experience in a 0 to 1 or early-stage environment, helping shape go-to-market strategy and initial sales playbooks
- Deep understanding of the restaurant industry landscape, the operations, pain points, and decision-making structures
- Comfortable with frequent travel to meet customers, close deals, and represent Kea at industry events
Benefits
- Competitive compensation: Base + commission structure designed to reward high performers
- No bureaucracy, just results
- Work with a product customers love
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
SaaS salesconsultative sellingpipeline managementCRM hygieneROI modelingAPI-driven solutionsplatform integrationsoutbound prospectingbusiness case developmentforecasting
Soft skills
strategic thinkingcross-functional collaborationenergycuriositycommunicationnegotiationrelationship buildingproblem-solvingadaptabilitycustomer focus