Hotel Account Executive

Toast creates technology to help restaurants and local businesses succeed in a digital world, helping business owners operate, increase sales, engage customers, and keep employees happy.

As a Hotel Account Executive, you will play a key role in expanding our business within the hotel market. Your primary focus will be prospecting, building relationships, and securing new restaurant partnerships within major hotel brands, including Marriott, Hilton, and Choice Hotels, as well as supporting Independent/Boutique hotel properties and groups through the sales process. This role offers a highly cross-functional experience, where you’ll collaborate with multiple internal teams and work closely with independent, franchise and corporate contacts within the hotel industry.

A day in the life (Responsibilities)

• Work within a list of prospective hotel properties within assigned geographical territory with restaurants, banquets, and retail outlets and manage the entire sales cycle, from the initial discovery calls to closing (experience with self-generating leads is preferred).
• Conduct a high volume of calls, emails, and coordination efforts between internal teams, independent, franchisee or corporate hotel customers.
• Deliver product demos and craft tailored solutions that best meet each prospect’s needs.
• Collaborate with cross-functional teams to ensure seamless delivery and meet the expectations set during the sales process.
• Use Salesforce (CRM) to manage all sales activities and maintain up-to-date records.
• Analyze the competitive landscape to strategically position Toast within the hotel market.
• Clearly communicate the strengths, benefits, and potential challenges of Toast’s POS products and services, ensuring a smooth transition for customers.
• Develop a deep understanding of the Master Service Agreements (MSA) of Enterprise Hotel customers to support account needs effectively.
• Travel: 10%-15%

What you'll need to thrive (Requirements)

• 1+ years in an outbound sourcing or sales role (preferably in hospitality or a related field), with experience managing the full sales cycle from lead generation to closing.
• Proven relationship-building skills with both internal and external stakeholders, managing high volumes of calls, emails, and coordination.
• Familiarity with POS or tech solutions and ability to conduct tailored product demos.
• Cross-functional collaboration experience to ensure seamless alignment between sales and delivery.
• Effective communicator with strong verbal, written, and organizational skills; able to present product value clearly.
• Technical proficiency with CRMs (Salesforce preferred) and strong problem-solving skills.
• Market analysis and negotiation skills to position products strategically within the competitive landscape.
• Comfortable working with Master Service Agreements for large enterprise accounts.
• Self-motivated, resourceful, and detail-oriented with a competitive, organized approach to projects.
• Comfortable navigating ambiguity and adapting to evolving customer and business needs.
• Attention to detail and ability to thrive & adapt in fast-paced shifting environment

What will help you stand out (Nonessential Skills/Nice to Haves):

• Preferably Associate’s or Bachelor’s degree
• Experience using Salesforce to keep track of Sales activities
• Sales competency, Command of the Message

Note: Toast will not sponsor applicants for work visas for this role.

AI at Toast

At Toast, one of our company values is that we're hungry to build and learn. We believe learning new AI tools empowers us to build for our customers faster, more independently, and with higher quality. We provide these tools across all disciplines, from Engineering and Product to Sales and Support, and are inspired by how our Toasters are already driving real value with them. The people who thrive here are those who embrace changes that let us build more for our customers; it’s a core part of our culture.

Our Total Rewards Philosophy
We strive to provide competitive compensation and benefits programs that help to attract, retain, and motivate the best and brightest people in our industry. Our total rewards package goes beyond great earnings potential and provides the means to a healthy lifestyle with the flexibility to meet Toasters’ changing needs. Learn more about our benefits at https://careers.toasttab.com/toast-benefits.