This position is for a Sales Account Executive for our Montana territory. This role thrives in a consultative selling environment, taking full ownership of driving new customer acquisition and ensuring revenue goals aren’t just met—but exceeded. From prospecting to close, you’ll lead each opportunity through its full lifecycle, bringing sharp insights, creative problem-solving, and seamless cross-functional collaboration to the table. With a keen eye on strategically managing your prospect pool and balancing active quotes, you’ll leverage your exceptional interpersonal skills to build trusted partnerships with prospects and brokers—unlocking new opportunities that deliver value to every stakeholder involved. Interested applicants must reside in the state of Montana or be willing to relocate. Behind the smile! We are dedicated to safeguarding the health and financial stability of our employees and their loved ones. This commitment extends beyond the workplace to foster personal growth and holistic wellbeing. Our life-changing rewards package includes: - Competitive base and incentive pay - 401(k) with robust matching and non-matching contributions - Rich medical & pharmacy benefits - 100% employer-paid dental and vision benefits - Holistic wellbeing program with deep financial incentives - Generous paid time off plus 12 paid holidays and your birthday off - Culture of growth and learning: career development; tuition reimbursement; recognition program - Family support: adoption assistance, fertility treatment, child, elder & pet care assistance - Social responsibility and volunteer opportunities - Employee discount program Fair Chance Ordinances and Criminal Background Considerations This position requires that the applicant undergo a background check. Qualified applicants with arrest or conviction records will be considered for employment in accordance with any applicable federal, state or local laws, including, but not limited to, the California Fair Chance Act, the Los Angeles County Fair Chance Ordinance, the City of Los Angeles Fair Chance Initiative for Hiring Ordinance, the San Francisco Fair Chance Ordinance, and/or New York Corrections Law Article 23-A. Important Work Authorization Information Please note, Delta Dental will not sponsor applicants for work visas for this position. #LI-Remote At Delta Dental, we’re behind millions of smiles and counting. For over 68 years, we’ve served our communities by increasing access to affordable, quality care – but that commitment to care extends beyond the people we serve, to the dedicated employees who make those smiles genuine. We've come this far by building fair programs that offer opportunities for advancement, create meaningful connections and improve the lives of our employees and their families. Because we know that when we take exceptional care of each other, we can make a positive impact for all. We champion an inspirational workplace through our commitment to trust, service, excellence and innovation. Joining us means working for a company that offers stability and balance, opportunities for leadership at all levels, and a work environment focused on teamwork and camaraderie. Discover the smiling faces behind Delta Dental and experience our values and culture in action by connecting with us on social media. Follow Delta Dental Ins. on Facebook and Instagram, #LifeatDDins on Facebook and Instagram, Delta Dental Ins. on Twitter and Delta Dental Ins. on LinkedIn. If you've got an appetite for innovation and want to be a part of a team that’s transforming the future of health care, join us! Since 1955, we have offered comprehensive, high-quality oral health care benefits to millions of enrollees and built the strongest network of dental providers in the country. The Delta Dental of California network includes affiliates Delta Dental Insurance Company; Delta Dental of Pennsylvania; Delta Dental of New York, Inc.; Delta Dental of the District of Columbia; Delta Dental of Delaware, Inc.; and Delta Dental of West Virginia, providing dental benefits to more than 31 million people across 15 states, the District of Columbia, Puerto Rico and the Virgin Islands. The company and its affiliates are part of Delta Dental Plans Association (DDPA), a not-for-profit national association based in Oak Brook, Illinois. Through our national network of Delta Dental companies, we offer dental coverage in all 50 states, Puerto Rico and other U.S. territories. We offer vision coverage through DeltaVision in 15 states and the District of Columbia. Collectively, we deliver benefits to more Americans than any other dental insurance company. Delta Dental Ins. is an equal opportunity employer and is committed to providing a professional work environment free from discrimination and harassment. Individuals seeking employment at Delta Dental are considered without regard to race, ethnicity, color, age, sex, religion, national origin, ancestry, pregnancy, sexual orientation, gender identity, gender expression, genetic information, actual or perceived physical or mental disability, registered domestic partner status, caregiver status, marital status, veteran or military status, citizenship status, or any other legally protected category. Delta Dental is committed to providing equal employment opportunities to all employees and applicants for employment. Accordingly, we have adopted and maintain an Equal Employment Opportunity Policy, Harassment-Free Work Environment Policy, and Respectful Workplace policies and will not tolerate violations of these policies. Unfortunately, our Delta Dental Enterprise is unable to hire individuals residing in Alaska, North Dakota, Nebraska, Hawaii, Oklahoma, Vermont, Maine, West Virginia, New Hampshire, Wyoming, Puerto Rico, District of Columbia (Washington D.C.) or other US Territories at this time. Proof of eligibility to work in the United States must be provided if selected for hire. *Delta Dental includes: Delta Dental of California, Delta Dental Insurance Company, Delta Dental of Pennsylvania, and Delta Dental of New York If You Are A Current Employee Click Here To Apply

• Develop and execute account strategies to drive revenue and customer satisfaction. • Maintain and grow relationships with key stakeholders, decision-makers, and executives within client organizations. • Identify upselling and cross-selling opportunities to expand existing accounts. • Meet and exceed sales quotas and business growth objectives. • Analyze market trends, customer needs, and competitor activities to refine sales strategies. • Work closely with marketing, product, and customer success teams to develop tailored solutions for clients. • Conduct business reviews with clients to ensure alignment with their long-term goals. • Ensure favorable terms for both the company and clients while maintaining long-term partnerships. • Serve as the primary point of contact for strategic accounts, ensuring seamless communication.

• Own revenue generation within the data center market by prospecting, developing, and closing new customer opportunities • Serve as the primary point of contact for EPCs, electrical contractors, consulting engineers, data center operators, colocation providers, and enterprise customers • Gather and validate customer requirements, translating technical needs into accurate, competitive quotes and solutions • Build and manage a strong pipeline through consistent prospecting, referrals, and relationship expansion • Travel regularly to customer sites, conferences, and industry events to build pipeline and maintain market presence • Develop deep product knowledge across transformers, switchboards, and related electrical infrastructure to effectively position solutions • Identify upsell and cross-sell opportunities to expand revenue within existing accounts • Maintain pricing discipline and margin ownership while closing commercially sound deals • Collaborate with Sales Engineering, Product, and internal stakeholders to advance opportunities and resolve technical questions • Maintain accurate CRM hygiene in HubSpot, including activities, deal stages, and forecasts • Partner with Finance to convert quotes into purchase orders and invoices efficiently • Track market trends, competitive dynamics, and customer feedback, sharing insights with Product and Marketing teams

Role Description This is a bilingual Japanese field sales opportunity based out of a personal home office. You must live local to your territory in Hawaii or be willing to relocate to the area. As a Strategic Cuisines Account Executive, you will help grow Toast’s presence within Japanese cuisine restaurants. Using a consultative sales approach, you will: - Convert inbound demand - Generate new opportunities through referrals - Build trusted relationships with restaurateurs - Deliver a high-quality, language-inclusive experience - Identify each restaurant’s needs and recommend how Toast’s end-to-end platform helps their business run better - Drive new customer growth through calls, demos, and closing contracts in the customer’s preferred language A day in the life (Responsibilities): - Following up on marketing qualified leads in the market you support - Conducting discovery calls & product demonstrations in your customer’s preferred language - Creating and reviewing quotes and contracts in your customer’s preferred language - Ensure our onboarding team and customer are set up for success post sale - Understand the competitive landscape in your market (strengths, weaknesses, benefits) to best position Toast Your Japanese skills will be used on the job to communicate with Japanese-speaking customers and prospective customers, while your English language skills will be used primarily for communicating with other employees at Toast. As with most internal business at Toast, the job application and interview process for this role will be conducted primarily in English. Toast will not sponsor applicants for work visas for this role. Qualifications - Fluency in both oral and written English and Japanese is required for this role - 1+ years of experience in a sourcing or closing sales role, restaurant operations, or a relatable field and industry - Mandarin speaking skills is desired - Strong communication, organizational and presentation skills with the ability to sell and negotiate at all decision-making levels - Proven track record of success in meeting and exceeding goals - Ability to work in a fast-paced, entrepreneurial and team environment - Self-motivated, creative, and flexible - General technical proficiency with software Requirements - Experience using Salesforce to keep track of Sales activities - Sandler Sales Training Benefits - Competitive compensation and benefits programs - Flexible to meet Toasters’ changing needs - Total Targeted Cash compensation range: $115,000 — $185,000 USD - Uncapped commissions - Benefits and equity (if eligible) Company Description At Toast, one of our company values is that we're hungry to build and learn. We believe learning new AI tools empowers us to build for our customers faster, more independently, and with higher quality. We provide these tools across all disciplines, from Engineering and Product to Sales and Support, and are inspired by how our Toasters are already driving real value with them. Diversity, Equity, and Inclusion is Baked into our Recipe for Success. At Toast, our employees are our secret ingredient—when they thrive, we thrive. The restaurant industry is one of the most diverse, and we embrace that diversity with authenticity, inclusivity, respect, and humility. We embrace a hybrid work model that fosters in-person collaboration while valuing individual needs.