Business Development Representative

DescriptionSummary of This RoleWe are seeking a high-performing, results-driven Enterprise Account Executive to join our growing sales team. In this role, you will be responsible for identifying, developing, and closing new business opportunities with large, multi-unit restaurant brands. The enterprise account executive will work closely with internal stakeholders (Sales Engineers, Product, Marketing, Implementation teams, etc.) to tailor solutions that solve our customers biggest challenges across the suite of technology solutions. The ideal candidate has experience with strategic selling and requires a deep understanding of the restaurant technology industry and enterprise technology sales cycles.What Part Will You Play?Communicate and inspire a vision for the business to customersIdentify and target key stakeholders, decision-makers, and influencers acrosstechnology, operations, and executive leadershipManage the sales process from end to end inclusive of building a funnel, qualifying leads, identifying decision makers, coordinating product demonstrations, negotiating contractual and financial terms and ensuring on-going customer satisfactions post-saleUnderstand the customer’s business objectives and ensure Xenial is viewed as astrategic partner to help meet these goalsManage QBR’s (Quarterly Business Reviews), performance reporting, and strategic check-ins with key stakeholdersPartner with other business units to expand cross-sell opportunitiesBuild and develop senior-level customer relationships through consultative selling and promoting customer confidence in XenialCreate and conduct product skills and sales meeting training to inform customers of new developments in products, technology, industry updates, company policies and proceduresConduct discovery calls, product demos, and solution presentationsMaintain strong knowledge of our full suite of restaurant technology products and continuously stay current on industry trendsCollaborate with internal teams (Sales Engineering, Product, Implementation) to craft tailored proposals and RFP responsesRepresent the company at industry trade shows, conferences, and eventsAccurately forecast pipeline, revenue, and close timelines within CRM (Salesforce)Meet or exceed quarterly and annual sales targetsNet revenue growthPipeline developmentClose rate and sales cycle efficiencyStrategic account mapping and relationship developmentExecution of account growth plansWhat Are We Looking For in This Role?Minimum QualificationsBachelor’s degree in Business, Marketing, Hospitality, or related field5+ years of experience in enterprise sales and/or account management in a B2B orrestaurant technology companyPrior experience responding to RFPs, negotiating long-term contracts, and working withlegal teamsDemonstrated success in closing large, strategic accounts with multi-location customersProven track record of managing complex, strategic accounts with high customersatisfaction and revenue growthPreferred QualificationsSalesforce experienceExperience working with large, multi-location restaurant brandsExperience with Microsoft Office and/or Google suite of ProductsWhat Are Our Desired Skills and Capabilities?Attention to detailSelf-StarterExcellent communication, negotiation, and interpersonal skills, including executive presenceStrong business acumen and deep understanding of enterprise buying processesProject management and organizational capabilitiesDeep understanding of and relationship management in a SaaS or restaurant technology environmentAbility to work cross-functionally and influence internal teams in a fast-paced environmentStrategic thinker with a strong customer-first mindsetEntrepreneurial spirit with a hunger to build and grow pipeline and presence in the spaceExperience with Salesforce, project management tools such as JIRA, and the Google suite of products