About this role
As an Account Executive, Commercial Sales, you will be responsible for selling R365 Accounting and Operations Platform to 1 to 8 location restaurant groups.
This is an outside sales position in the Orange County & Los Angeles, CA Area and will require weekly customer visits within the territory.
All applicants are required to live within this target market region.
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 $85,000 - $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
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.
DYN365, Inc d/b/a Restaurant365 is an equal opportunity employer.