Account Executive

Account Executive

Hybrid
- Field and office
· Full-Time
· Reports to Regional Sales Manager

AIO is building the AI-native operating system for the restaurant industry - purpose-built software and hardware that replaces the fragmented, legacy systems operators have been forced to manage for decades. We move fast, operate lean, and hold ourselves to a high standard.

As an Account Executive at AIO, you own a territory from first conversation to closed deal - and you stay close to your customers through installation and onboarding to make sure they actually get value. This is a full-cycle sales role: you source, qualify, demo, negotiate, close, and hand off well. SDRs will feed you qualified appointments, but you are expected to generate pipeline independently and carry your own outbound activity alongside the inbound flow.

The restaurant operators you will sell to are busy, skeptical of technology vendors, and have been burned before. Your job is to earn their trust quickly, understand their actual operational challenges, and show them how AIO solves problems they deal with every day. This is consultative selling, but it requires conviction and urgency. AIO is a fast-moving company in a market ready to be disrupted, and the AE who wins here combines genuine curiosity about the customer with a relentless drive to close.

• Own an assigned geographic territory - know your market, know your accounts, and build a systematic plan to cover it

• Generate pipeline independently through outbound prospecting: calls, in-person visits to restaurant locations, and targeted outreach to owners and decision-makers

• Work closely with your assigned SDRs to maximise qualified appointment flow - provide clear feedback on lead quality and help sharpen targeting

• Maintain a pipeline at 3x quota coverage at all times; flag gaps early and close them through your own activity

• Run thorough discovery calls to understand each operator's current tech stack, operational pain points, decision-making process, and timeline

• Qualify rigorously - not every restaurant is the right customer today, and time spent on poor-fit deals is time not spent on winnable ones

• Build a clear picture of the buying committee: who influences, who decides, who needs to be in the room for the demo

• Use BANT, MEDDIC, or equivalent qualification frameworks consistently and log findings in Hub Spot before moving stages

• Deliver tailored product demos that connect AIO features directly to the specific pain points uncovered in discovery - no generic walkthroughs

• Handle objections with confidence and honesty; if something is not right for the customer today, say so and revisit when timing changes

• Build and present commercial proposals clearly; understand your own deal economics and be comfortable discussing ROI with operators

• Run A/B testing on demo formats and messaging - what resonates with QSR operators may land differently with fine dining - and share what you learn

• Move deals through the pipeline with discipline - each stage should have clear exit criteria and a defined next step before you leave the conversation

• Forecast your pipeline accurately and honestly.

• Communicate pipeline status and deal risk to your RSM weekly - no surprises at end of quarter

• Close with urgency and without desperation; operators respond to confidence, clarity, and a compelling reason to move now

• Keep Hub Spot current at every stage - deal notes, contact records, next steps, and close dates must reflect reality, not optimism

• Own the transition from closed deal to live customer - you introduced AIO, you set the expectations, you are responsible for making sure the handoff to the Field Operations and Installation team is clean

• Stay engaged through installation and initial onboarding; customers who feel abandoned after signing churn faster and refer less

• Surface early customer feedback to the product and customer operations teams - you are closest to the customer in the first 90 days

• Build relationships that generate referrals; a restaurant operator who loves AIO knows twenty others who should

• Provide structured feedback to Marketing on what messaging lands, what objections recur, and what competitive intelligence you are picking up in the field

• Stay current on restaurant industry trends,…