5+ years of relevant sales experience, preferably in software sales
Proven track record of exceeding sales quotas
Experience managing a full sales cycle with primary decision makers
Familiarity with payroll and workforce management software is preferred
Strong skills in discovery, presentation, and negotiation
Proficient in Salesforce or similar CRM systems
Ability to work independently and remotely
Responsibilities
Own the sales cycle for payroll opportunities from prospecting to close
Build and manage a qualified sales pipeline through various lead sources
Conduct discovery sessions to understand client needs and challenges
Deliver tailored product demonstrations that align with client workflows
Utilize ROI tools to demonstrate measurable business value
Negotiate and close new business deals within approved guidelines
Maintain accurate records in Salesforce and ensure smooth handoff to implementation
Benefits
Comprehensive medical benefits fully covered for employees
401k plan with matching contributions
Equity option grants available
Unlimited PTO plus company holidays
Wellness initiatives to support employee health and well-being
Full Job Description
The Account Executive, Payroll Sales, Commercial sells Restaurant365 Payroll and Workforce Management solutions to small and midsize restaurant operators. You will own a short, mostly linear sales cycle from prospecting through close, build your own pipeline, and keep new customers on track to go live after the sale. You work independently within your scope and against a full quota.
Who you sell to: Commercial restaurant groups of about 2 to 12 units, usually with an owner or operator as the primary decision maker.
How you sell: Consultative and high volume. You uncover the operator's needs and the business impact of payroll and labor challenges, deliver tailored demos, use standard ROI tools, and close on standard terms.
How you work: You partner with Sales Engineering, Marketing, Implementation, Customer Success, and Revenue Operations, and ask your manager for guidance on complex pricing, contracting, or deal situations.
How you'll add value:
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.
What you'll need to be successful in this role:
5+ years of relevant experience, with a record of exceeding quota in sales; software sales preferred.
Experience running a full sales cycle with a primary decision maker, including prospecting, discovery, demos, and closing.
Experience selling payroll, workforce management, HCM, HR, accounting, or business management software is preferred.
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.
Ability to work remotely.
What success looks like
30 days: Complete R365 payroll product training and certification; learn the Commercial customer profile, sales process, and territory.
60 days: Build an active pipeline in your territory; run discovery conversations and demos independently.
90 days: Manage your own opportunities from discovery to close, keep Salesforce and Gong records accurate, and close your first deals.
Year 1: Consistently attain quota with an accurate pipeline and forecast, and keep new customers on track to go live.
R365 Team Member Benefits & Compensation
This position has a salary range of $70,000 - $100,000 + Commission. The above range represents the expected salary range for this position. The actual salary may vary based upon several factors, including, but not limited to, relevant skills/experience, time in the role, business line, and geographic location. Restaurant365 focuses on equitable pay for our team and aims for transparency with our pay practices.
Comprehensive medical benefits, 100% paid for employee
401k + matching
Equity Option Grant
Unlimited PTO + Company holidays
Wellness initiatives
$70,000 - $100,000 a year
Internal Employees - R365 is committed to growing talent from within. If you see a role that excites you and you meet the qualifications, we encourage you to apply -regardless of your current location or work arrangement. Reach out to your People Business Partner if you have questions.
About Restaurant365
Restaurant365 is a cloud-based restaurant management software company that provides a range of tools for restaurant owners and managers. The company's platform includes features for accounting, inventory management, and employee scheduling, among others. Restaurant365's customers include restaurants of all sizes, from small independent businesses to large chains. The company was founded in 2011 and is headquartered in Newport Beach, California.
