5+ years in quota-carrying SaaS sales, preferably in restaurant or hospitality tech
Proven track record of closing mid-market or commercial deals with multi-decision-maker groups
Experience developing accounts through land-and-expand strategies
Strong consultative selling skills with a knack for uncovering customer needs
Familiarity with 0 to 1 environments and building sales strategy
In-depth understanding of restaurant industry operations and challenges
Willingness to travel frequently for customer engagements and industry events
High energy and confidence in customer interactions
Responsibilities
Prospect and qualify new restaurant group clients from initial outreach to contract signing
Manage a diverse pipeline of multi-location restaurant brands and engage various stakeholders
Implement land-and-expand strategies to capture new markets and grow existing accounts
Lead discovery sessions to identify client pain points and opportunities
Deliver customized product demonstrations and business cases that highlight ROI
Collaborate cross-functionally to ensure smooth onboarding and customer satisfaction
Maintain CRM hygiene and provide accurate sales forecasts for sustainable revenue growth
Contribute to the creation of a scalable sales playbook and market strategy
Benefits
Opportunity to shape the sales process and strategy from the ground up
Direct impact on the company's growth and your career trajectory
Sell a product that has proven value and customer satisfaction
Be part of a rapidly growing company where your input is valued
Compensation structure that rewards high performers with competitive earnings
Full Job Description
Account Executive - Kea AI
What You'll Own
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
Provide feedback to leadership and product teams on market trends, competitive positioning, objections, and opportunities to strengthen our GTM motion
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
01 Playbook Building
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
What Success Looks Like:
Meeting or exceeding an individual quota focused on net-new business acquisition
Developing a predictable, healthy pipeline through disciplined outbound, events, referrals, and targeted campaigns
Landing multi-unit restaurant chains that adopt Kea across locations and expand usage over time
Owning the room in customer conversations, building trust, uncovering needs, and positioning Kea as a strategic partner
Contributing meaningfully to Kea's evolving sales strategy and market positioning
Must-Haves:
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. Selling directly to CEOs, CMOs, CTOs, and senior IT and Operations leaders.
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
Tenacity, curiosity, energy, and confidence, you own the room and genuinely care about solving customer problems
Nice-to-Haves:
Experience navigating complex integrations, APIs, or technical solutions in a sales context
Previously worked in a restaurant before moving into SaaS sales
Sold for companies we admire (e.g., Toast, Olo, SevenRooms, MarginEdge, or similar restaurant tech players)
Existing relationships in the restaurant tech or QSR/fast-casual ecosystem
The Intangibles:
If we can't imagine buying from you, we can't move forward. You need to be someone operators trust, respect, and want to work with.
