Mid-Market Account Executive

Olo

. Develop relationships with prospective restaurant brands ready to scale their digital potential .

Posted 10/13/2026full-timeNew York City • New York • United StatesMid-LevelSenior💰 $84,000 - $120,500 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in B2B SaaS sales, with a strong focus on building relationships and managing the full sales cycle. Proficient in presenting complex platform solutions and collaborating cross-functionally to drive client success in the hospitality tech ecosystem.

Highest-signal resume keywords

B2B SaaS Sales ExperienceSalesforce ProficiencyPipeline ManagementPresentation SkillsStakeholder Management

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Process MethodologyOutbound ProspectingContract NegotiationData AnalyticsROI Model DevelopmentProduct DemonstrationSales QualificationComplex Platform DemonstrationClient AcquisitionHospitality Tech Knowledge

Soft Skills

Client-FocusedSocial IntelligenceMotivatedCommunication SkillsCross-Functional Collaboration

Tools & Technologies

SalesforceExcelVideo Conferencing ToolsData Analytics Tools

Industry Keywords

Hospitality TechPayment SolutionsSaaS AgreementsRestaurant IndustryDigital Solutions

About the role

Key responsibilities & impact

Develop relationships with prospective restaurant brands ready to scale their digital potential
Help new-logo brands adopt Olo’s integrated platform for ordering, payments, and guest engagement
Own the full sales cycle from self-sourced prospecting and territory prioritization through discovery, demos, proposals, closing, and contract negotiations
Build and manage pipeline through outbound prospecting, referrals, industry events, and partner channels
Drive awareness of Olo products and services within an assigned book of business
Book meetings to explore sales opportunities
Deliver a unified vision of Olo’s Order, Pay, and Engage solutions
Present recommendations based on each prospect’s business model, technology stack, and growth plans
Build and manage key stakeholders and champions through multi-threading
Conduct product demonstrations by video conference or face-to-face
Coordinate customer meetings and deliver timely recaps and follow-up materials
Partner with Deployment and Customer Success teams to ensure seamless program launches
Maintain pipeline to meet and exceed monthly/quarterly revenue and new-client acquisition goals
Report to the Senior Manager, Mid-Market Sales

Requirements

What you’ll need

5+ years of sales experience
3+ years in a closing role
B2B SaaS, payment solutions, or hospitality tech experience preferred
Daily outbound prospecting and independent pipeline building
Excellent discovery and sales qualification skills
Ability to identify, build, and manage key stakeholders
Experience with a standard sales process or methodology
Experience selling platform-based products
Ability to communicate with multiple internal departments and work cross-functionally
Proficiency in demonstrating complex platforms
Highly skilled in Salesforce, Excel, and data analytics tools
Exceptional presentation skills
Ability to simplify complex technical concepts for C-level or founder-level decision makers
Experience deciphering legal contracts and navigating multi-year SaaS agreements
Comfortable managing a high volume of deals simultaneously
Client-focused, motivated, with prior results to prove it
Experience selling to the hospitality/restaurant industry, payment solutions, and/or SaaS-based products is a plus
Experience building trust with founder-led brands is preferred
Ability to consult brands scaling from 5 to 49 locations is a plus
Skill in tailoring customized ROI models is preferred
Deep knowledge of the hospitality tech ecosystem is preferred
Social intelligence to manage varying priorities across brand, operations, technology, finance, and marketing stakeholders is a plus

Benefits

Comp & perks

20 days of paid time off
10 sick days
11 holidays
Year-end closure
Health coverage for yourself and your family
Dental coverage for yourself and your family
Vision coverage for yourself and your family
401(k) match
Remote-office stipend
Generous parental leave plan
Volunteer time off
Gift matching policy
Incentive compensation eligibility