Enterprise Account Executive

6 days ago

United States Palona AI Full time

We are seeking an Enterprise Account Executive to drive growth with multi-unit restaurant groups and hospitality operators. You'll own the full sales cycle from discovery to close, selling Palona's Conversational AI platform that transforms how high-volume restaurants answer calls, take orders, and book reservations. We're looking for a proven closer who thrives in startup environments, quickly builds credibility with executives, and delivers clear ROI for customers.

The ideal candidate will have experience selling to multi-unit restaurant operators, franchisees and hospitality executives. You'll own the full sales cycle from discovery to close, collaborating with marketing, product/engineering, and our AI specialists. Your goal will be to help Palona AI dominate the market and become the leading AI partner for restaurant leaders.

Responsibilities:

  • Own the full sales cycle: discovery, demo, proposal, negotiation, and close,
  • Target and engage key decision-makers across C-Suite, VP-level, GMs, and franchise owners
  • Translate operator pain points (e.g., missed calls, staffing inefficiencies) into clear ROI with data, proof, and case studies
  • Partner with marketing to co-develop outbound plays, ABM strategy, and restaurant-specific campaigns
  • Use HubSpot to manage pipeline, forecast accurately, and maintain sales discipline
  • Represent Palona at industry events, demos, and executive briefings
  • Collaborate with customer success to ensure seamless handoff and accelerate customer time-to-value

Outcomes You'll Own:

  • Pipeline growth and closed revenue from restaurant enterprise accounts
  • Short sales cycles with clear business case alignment
  • Multi-location, multi-market expansion opportunities
  • Clear vertical positioning feedback to marketing and product

Requirements

Required:

  • 4–8 years of B2B SaaS sales experience with a proven track record of closing
  • Experience selling into multi-unit restaurants, franchise groups, or hospitality operators
  • History of exceeding quota in consultative, high-value sales roles
  • Proven success in early-stage startup environments requiring speed, ownership, and adaptability
  • Strong understanding of the restaurant technology stack (POS, reservations, call centers, etc.)
  • Customer-first mindset with a focus on solving problems, not just pitching products
  • Ability to build and articulate compelling business cases tied to revenue outcomes

Preferred:

  • Established network of restaurant industry contacts (franchise groups, operations leaders, IT buyers)
  • Familiarity with AI, automation, or call-tracking technology
  • Experience driving multi-location, multi-market expansion opportunities
  • Strong vertical feedback loop skills to influence marketing and product positioning

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