Emerging Account Executive

Olo is seeking a driven, high-velocity Account Executiveto join our Emerging Enterprise Sales team. In this role, you will own your territory end-to-end—building pipeline from scratch, navigating complex mid-market sales cycles, and closing new restaurant brands with 15 to 75 locations. Olo's industry-leading online ordering platform has changed the restaurant landscape, helping many of our customers achieve 40%+ digital sales. You will help grow our business by understanding client needs and delivering solutions that maximize their digital potential.   If you are energized by strategic outbound prospecting, passionate about the restaurant technology ecosystem, and thrive in a fast-paced, uncapped growth environment, we want to hear from you.   You will report to the Emerging Enterprise Director and can work remotely from anywhere in the U.S. or at Olo’s headquarters in NYC. What You'll Do

Manage the end-to-end sales cycle, from self-sourced prospecting and territory prioritization through discovery, tailored demos, executive proposals, and close

Build and maintain a robust, predictable pipeline through outbound prospecting, industry events, strategic referrals, and partner channels.Build relationships with and manage contract renewals for this set of clients

Cultivate deep relationships across target brands using multi-threading strategies to build internal champions, engaging stakeholders from operators to C-level executives.Work in partnership with internal stakeholders to understand each client’s existing program and identify potential opportunities for improvement and expansion.

Deeply understand client business models and operational friction points to craft creative, high-value solution offerings that maximize their digital potential.Own the upsell sales process and conduct product demonstrations on Olo’s products & services.

Develop and cultivate relationships throughout organizations by conducting targeted outreach.

Draft benchmark analyses that highlight opportunities for brands to derive greater results from existing products and/or utilize new products.

Coordinate customer meetings and presentations; prepare and deliver follow-up materials, addressing any client concerns or competitive threats

Manage contractual processes and executive-level negotiations.

Collaborate with Customer Success post-sale to ensure a successful program launch, and make certain everything is delivered to the client just as they expected.

Be held to revenue and product adoption goals

What We'll Expect From You

5+ years of experience, including 3+ years in a sales role, preferably selling in the hospitality/restaurant industry, a B2B SaaS/software, or a payment solution.

You're action-oriented, client-focused, motivated and have prior results to prove it. 

You have strong interpersonal and presentation skills- 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're organized and process oriented, able to multitask, handle pressure, and be flexible in a fast-paced environment.

You’re a highly motivated and confident individual with a competitive personality, but also a supportive team player.

You're comfortably geeky, good at demonstrating some pretty advanced stuff, and have solid PC skills -- Powerpoint, Excel, Google Suite, CRM & data analytics tools, etc.

You are able to decipher legal contracts and navigate contract negotiations.