Olo

Enterprise Account Executive

Job Description

Olo is a leading SaaS platform accelerating digital transformation in the restaurant industry, by helping customers deliver more personalized and profitable guest experiences. As a result, our digital ordering, payment, and guest engagement solutions enable brands to do more with less and make every guest feel like a regular.

We’re looking for a motivated Account Executive with large enterprise selling chops to help us build relationships with the largest global multi-unit restaurant and food-service brands (100+ unit locations.) As an Enterprise Account Executive, you will blend together strong technical aptitude, superior attention to detail, great presentation skills, at-ease comfort selling into any organizational role, and a healthy amount of killer instinct. Sounds like you? Read on.

Olo’s products and services mix the critical elements of B2B and excitement of B2C into new services which are changing the restaurant landscape. With some of our customers transacting upwards of 50% of their revenue outside the four walls of their restaurant with digital ordering, the time couldn’t be better to help brands transform their businesses and implement great digital commerce programs.

You will play a key role in expanding our business by building relationships with the largest restaurant brands and their partners. You will report to the AVP, Enterprise and can work remotely from anywhere in the U.S. or at Olo’s headquarters in NYC.


What You'll Do
  • Close and renew business for Olo’s enterprise customers and prospects (100+ locations)
  • Drive collaboration for the account team throughout the Olo sales process, including but not limited to the following sales activities: executing on outbound campaigns for generating pipeline, setting and running customer meetings including related preparation, delivery of follow up material, addressing competitive thread, commercial negotiations, etc, in order to ultimately drive a successful sales campaign
  • Quarterback the account team to build strategic account plans that uncover revenue opportunities, identifies key stakeholders, and maintains a vision for Olo’s top accounts
  • Build and maintain champions within your book of business to develop and cultivate relationships throughout organizations of target restaurants and their partners, and deepen Olo’s presence within the account
  • Find a great solution for each client using an understanding of their business, financial skills, sales process, and creativity.
  • Collaborate with the Customer Experience team post sale to guarantee a successful program launch and continue to ensure value is delivered to the client just as they expected.

    • What We'll Expect From You
  • 7+ years of experience, including 3+ years in an Enterprise sales role, preferably selling in the hospitality/restaurant industry, a B2B SaaS/software, or a payment solution.
  • You’re a great collaborator, able to communicate with multiple internal departments about client feedback and plans, and work cross-functionally to solve problems.
  • You are scrappy and thrifty, you get the job done. 
  • You know how to navigate complex orgs- internally and externally with customers. 
  • You are comfortable working on many deals/projects at once, and you understand how to balance hunting new business while managing renewal cycles and upsells. 
  • You are comfortably geeky- you're good at demonstrating some pretty advanced stuff, and proficient in PowerPoint, Excel (can maintain complex spreadsheets), CRM, and data analytics tools.
  • You have experience deciphering legal contracts and navigating contract negotiations.
    • Demonstrated experience in:
  • Pipeline Generation: you work with an ecosystem (marketing, partners, SDRs) to generate pipeline, and cover the pipeline gap on your own
  • Territory & Account Planning: you use a thorough and strategic plan for your territory that allows you to identify and prioritize for sales campaigns against your whitespace 
  • Qualification: you conduct excellent discovery and adopt a structure to determine whether to continue the sales conversation
  • Champion Building: you demonstrate an ability to identify, build, and manage key stakeholders throughout the process
  • Sales Process & Execution: you adopt a standard sales process or methodology, clearly articulating the specific actions that each role is responsible for within the process
  • Preparation & Presentation: you arrive for each key conversation with an agenda and set questions, and follow up with thoughtful discussion points and next steps
  • Industry & Product Knowledge: you have experience selling platform-based products

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