Account Executive, Enterprise, Payroll Sales

Location: 100% remote; up to 20% travel for customer meetings, conferences, and team offsites. Remote or hybrid work is also mentioned in the benefits.

Salary: $100,000–$120,000 per year plus commission.

Company

Restaurant software company providing finance, operations, payroll, and workforce management solutions for more than 50,000 restaurant locations.

What you will do

• Drive net-new payroll sales into strategic restaurant accounts, including national and regional franchise brands.
• Build qualified payroll pipelines through outbound outreach, inbound referrals, and cross-sell opportunities within the existing customer base.
• Lead discovery conversations with HR, Payroll, Finance, and Operations leaders and connect workforce challenges to business outcomes.
• Run consultative sales cycles from first contact through demos, proposals, negotiations, and close.
• Partner with Sales Engineers and present ROI-based business cases covering labor cost reduction, compliance risk mitigation, and administrative time savings.
• Maintain Salesforce and Gong data, represent payroll expertise in customer-facing engagements, and ensure smooth handoffs to Implementation and Customer Success.

Requirements

• 5+ years of full-cycle B2B sales experience with a strong and consistent record of quota attainment. SaaS or HCM/payroll software sales is strongly preferred.
• Direct experience selling payroll, workforce management, or HCM solutions, such as ADP Workforce Now, Paylocity, Paycom, Paychex, UKG, Gusto, or comparable platforms.
• Working knowledge of payroll fundamentals, including tax filing, garnishments, direct deposit, tip credit, PTO accruals, and multi-state compliance.
• Experience selling into restaurant, hospitality, or multi-unit retail organizations is a significant advantage.
• Proficiency with Salesforce or a comparable CRM, including disciplined pipeline management and accurate forecasting.
• Ability to build trusted relationships with HR, Finance, and C-suite stakeholders; conduct strong discovery; and translate complex payroll and compliance concepts into clear business language.
• High energy, self-motivated, goal-driven, adaptable, accountable, and able to work in a fast-moving, high-growth sales organization.
• Ability to collaborate cross-functionally with Sales Engineering, Customer Success, Marketing, and Product teams.
• Trustworthy, ethical, and professional business conduct.
• Must be able to work 100% remotely. Up to 20% travel is required for customer meetings, conferences, and team offsites.

Culture & Benefits

• Culture focused on ownership, collaboration, continuous improvement, initiative, and learning.
• Comprehensive medical benefits.
• 401(k) with company matching.
• Equity option grant.
• Unlimited paid time off and company holidays.
• Wellness initiatives and remote or hybrid work flexibility.

Hiring process

• Complete product certification, develop a territory plan, and establish an initial qualified prospect pipeline during the first 30 days.
• Deliver initial discovery calls and demos, establish active net-new and cross-sell pipeline, and maintain accurate weekly forecasts within 60 days.
• Close or advance the first payroll deal to late-stage negotiation within 90 days and reach or exceed the payroll ARR quota during the first year.