Account Executive

Are you currently working (or previously worked) for a hospitality tech company and looking for a change? Maybe to a company with:

• An industry-leading product you can proudly represent (and won’t crash in software demos)
• Consistent quotas that don’t increase every time you sneeze 🤧
• A collaborative team environment with clear rules of engagement so you can focus on competing with yourself, not your colleagues
• Multiple “Best Places to Work” awards year after year (we’re talking counting them on two hands we also ranked #7 on Glassdoors’s 2024 Top Companies to work for, Small-Midsize Companies list! 🎉)
• Managers that respect and encourage your work-life balance (we’ve got families too!)
• Diverse client segments across the industry from Fast Casual to Fine Dining
• Nearly 2X company growth for the last four consecutive years 📈

We’re looking for an Account Executive hospitality tech sales professionals who have previous restaurant operations experience. Our sales team is composed exclusively of former restaurant ops folks (99% FOH) who have left shift schedules, back to backs and backed up grease traps for a second career - the craft of sales.

We prep for software demos like we prepped for service. It’s a performance: we focus on our mise en place and polish every glass, so when the curtain goes up, all our guests - or prospects - see is that we love what we do. Lucky for us, we really do love it.

We talk about our sales process like we talk about recipes. Cold calls are like the Maldon flakes on top of a chocolate chip cookie - they can’t be left out unless you want a subpar cookie experience (and ain’t nobody got time for that). And we’ve been replying to each other with, “Heard,” and, “Yes Chef,” long before The Bear (but we’re still big fans).

✨ We're based in Arlington, VA/DC, and love local collaboration. While we'd prefer candidates to work in-office at our HQ, we have team members across the US and are remote-friendly. ✨

What type of responsibilities will I have?

• Contact restaurant owners and restaurant small chain executives across the country to excite them about our platform and “help us help them.” Our goal is to give restaurant managers and owners daily visibility into their Prime Costs, so there are no surprises at the end of the month.
• Generate your own business (we are making great strides with lead generation, but you can't achieve quota without bringing in a fair amount of business that you bring in yourself )
• Execute discovery calls or meetings (listen), then a web-based demo (listen some more and talk a little bit).
• Adhere to predefined activity metrics (including calls, emails and visiting restaurants).
• Stay organized because you are serious about using our database platform (Salesforce) every day.
• Responsible for prospecting 3-20 unit restaurant groups.

What qualifications or skills are required?

• Hospitality tech sales experience as an Account Executive. You have a proven track record of generating your own business and closing deals.
• You are a former full-service restaurant general manager or assistant general manager (bonus points for experience with a national or regional multi-unit restaurant chain).
• Experience using Salesforce or other CRM systems.
• Professional, succinct writing skills are requirements. A writing sample may be required.
• Shifting from restaurant ops to sales, you’re still happy to work hard, and thrilled to be doing it during traditional business hours.
• Respect for process, personalization, and relevance.
• You love being a part of a team. Every day we say, “We win together” (yeah it sounds corny when we say it, but we say it anyway cause it’s true).
• You love restaurants. Everybody loves restaurants but you really love restaurants.

Nice to Haves:

• From your restaurant experience, you know sales cures all, and that every minute a manager is in the office is a minute that they are not with staff and/or guests.
• You are curious. You are constantly trying to learn and improve in your craft.
• You have a hobby/passion. You love something other than your current job!

Show me the money💰:

Annual compensation for a fully-ramped Account Executive is $100,000-$120,000 per year based on a $65,000 base salary + commission + bonuses, and your commission is uncapped. We even pay residuals for post-close deals (up to 18 months). It takes about 7 months to reach full productivity to be considered fully ramped.

For the first three months, new hires are compensated with a non-recoverable draw against commissions to assist during your ramp period.

And where do you go from there? The sky’s the limit! We offer several opportunities for promotion over time and our most tenured Reps are making $165K+ at quota. Granted - this takes years and it's not easy, but the potential is always there. Our commission plans are subject to change (but we’ll let you know if/when that happens!).

What’s it like to work for MarginEdge?

Imagine the fun of a great restaurant - surrounded by a team of people (including some that you help to manage!) who care about hospitality, care about quality, and care about each other - then subtract the long nights, weekends, drunk customers at the bar...et voila, MarginEdge!

We work hard, we work fast and we fuel our work with a commitment of transparency from leadership, straight talk and trust between teams. We believe that the best people do their best work when they feel empowered - so whether you are remote or in our office (likely eating a catered lunch from our clients in our baller, brand new penthouse HQ in Ballston) you get to work with your manager to call your shot on what works best for you. Did we mention it has a full commercial kitchen and is walking distance (covered walking, that is) from the metro?

Benefits (Shut the Front Door, They are Amazing)

In order to fuel this rocket ship, we need to build a team as passionate about our work and product as we are. We believe that top talent (that’s you!) should feel deeply connected to their work, appreciated for the time they give to building our organization and have the balance necessary to give their best during work hours and all those after-hours too. We do this by offering a suite of kick ass benefits not only to be competitive and catch the eye of super smart people (that’s you again!) but also provide the foundation for a career you love and a life outside of work you love just as much.

• Unlimited Paid Time Off (and we mean it, we encourage your healthy work life balance!)
• Medical, Dental, Vision, and Short/Long-Term Disability Insurance (preventative care for the win)
• Health Savings Account with employer match (dependent upon your medical plan selection)
• Commuter benefits with employer contribution (excluding limos and helos - for now)
• Generous Life Insurance Plan
• Short- and Long-term Disability
• Company-Paid Holidays
• 401(k) and matching
• Stock Options to buy into everything we are doing to support this industry
• 12-week fully Paid Parental Leave
• Lunch catered twice a week at our HQ in Arlington (we exclusively cater from our clients, too!)
• A wellness program that sponsors healthy activities such as step challenges and provides discounts to gyms and fitness classes.

Check out our 100% “Recommend to a Friend” rating from anonymous employee reviews on Glassdoor.

Oh, and our recognition in the Washington Post as a top small businesses to work for in 2021, 2022 and 2023!

And most important, what our customers think about our work on Capterra and G2 Crowd.

Our Fine Print is Bold: We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran, marital, disability status or any other characteristic protected by law. You be you. While we are proudest of our commitment to exceptional culture and creating a truly excellent work environment, we see our benefits as an extension of that belief. Our benefits package is designed to be exceptionally competitive and a reflection of our commitment to a best-in-class workplace for all.