Mid-Market Account Executive

The role

You will own the full sales cycle for restaurant brands with 5 to 49 locations, from prospecting to closing. You will sell Olo's ordering, payment and guest engagement platform.

What you will do

• Own the full sales cycle from prospecting through discovery, demo, proposal and close.
• Build and manage a healthy pipeline through outbound prospecting, referrals, events and partner channels.
• Drive awareness of Olo products to an assigned book of business and book meetings.
• Deliver product demonstrations and tailored proposals for each prospect.
• Build relationships with key stakeholders and champions within target organizations.
• Coordinate customer meetings and send recaps and follow-up materials.
• Negotiate final contracts and handle competitive threats.
• Partner with Deployment and Customer Success teams to launch programs.
• Maintain a pipeline to meet and exceed monthly and quarterly revenue and new client goals.

Required qualifications

• 5+ years of sales experience.
• 3+ years in a closing role.
• Prospects daily to build pipeline independently.
• Strong discovery skills and a structured sales process.
• Ability to identify and manage key stakeholders.
• Able to demonstrate complex platforms.
• Skilled in CRM (Salesforce), Excel and data analytics tools.
• Able to explain complex technical concepts to C-level or founder-level decision makers.
• Experience deciphering legal contracts and multi-year SaaS agreements.
• Able to manage a high volume of deals at once in a fast-paced, remote-friendly environment.
• Client-focused, motivated, with prior results.

Nice to have

• Experience selling B2B SaaS, payment solutions or hospitality tech.
• Experience selling to the hospitality or restaurant industry.
• Experience building trust with founder-led brands.
• Ability to consult brands on scaling from 5 to 49 locations.
• Skill in building customized ROI models quantifying the cost of inaction.
• Deep knowledge of the hospitality tech ecosystem and competitors.
• Social intelligence to manage multiple brand stakeholder priorities at once.

Benefits

• 20 days of paid time off.
• 10 sick days.
• 11 holidays plus year-end closure.
• Health, dental and vision coverage for yourself and your family.
• 401k match.
• Remote-office stipend.
• Generous parental leave plan.
• Volunteer time off.
• Gift matching policy.
• Eligibility for incentive compensation.

Before you apply

• Olo encourages applicants who do not meet every listed qualification to apply.

About the company

Olo is a restaurant technology provider with ordering, payment and guest engagement solutions. Over 800 restaurant brands use its open SaaS platform.