Account Executive Payroll Sales - Remote NYC

Restaurant365 is transforming how restaurants run their businesses. Today, we help more than 50,000 restaurant locations manage their finances, operations, and people. As AI changes what's possible, we're reimagining how restaurant back offices operate—automating routine work, helping teams make better decisions, and giving restaurant leaders more time to focus on growing their businesses. We're transforming how we work, too. AI is changing how we build products, solve problems, and deliver results for our customers. We're embracing new ways of working, moving faster, and creating opportunities for our people to make a greater impact. At Restaurant365, our culture is built on ownership, collaboration, and continuous improvement. We believe in challenging ourselves, learning every day, and working together to achieve great results. We're looking for people who are curious, take initiative, and want to grow while helping shape the future of an industry.

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.

- 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.

- 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.

Qualifications and experience - 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.

- Effe