Account Executive, Payroll Sales

• 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. 

• 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.