• Qualify and manage marketing-generated inbound sales leads through the full sales cycle. • Identify & target prospects in the LATAM territory via prospecting. • Work closely with Solution Engineers in gathering requirements and proposing high value solutions. • Gain a deep understanding of the strengths and weaknesses of competing products, and effectively illustrate the value of our high-quality/market-leading solutions to prospects. • Recognize high value sales opportunities, and work with enterprise prospects on GTM strategy that will yield a win-win partnership. • Effectively gather intelligence on markets, prospects, and competition using various resources. • Meet or exceed quota expectations.

This is a fully remote bilingual Spanish inside sales opportunity based out of a personal home office. Toast creates technology to help restaurants and local businesses succeed in a digital world, helping business owners operate, increase sales, engage customers, and keep employees happy. As a Strategic Cuisines Account Executive, you will help grow Toast’s presence within the Spanish Cuisine restaurants. Using a consultative sales approach, you will convert inbound demand, generate new opportunities through referrals, and build trusted relationships with restaurateurs. By delivering a high quality, language inclusive experience, you will identify each restaurant’s needs and recommend how Toast’s end-to-end platform helps their business run better. Your role will focus on driving 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 Spanish skills will be used on the job to communicate with Spanish-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. What you'll need to thrive (Requirements) Fluency in both oral and written English and Spanish is required for this rolePrior Sales experience preferredAbility to work in a fast-paced environmentAn entrepreneurial and feedback driven mindset What will help you stand out (Nice to Haves/Nonessential Skills) - Restaurant Operations Experience - Experience using Salesforce to keep track of Sales activities - Sandler Sales Training AI at Toast 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. The people who thrive here are those who embrace changes that let us build more for our customers; it’s a core part of our culture. Our Total Rewards Philosophy We strive to provide competitive compensation and benefits programs that help to attract, retain, and motivate the best and brightest people in our industry. Our total rewards package goes beyond great earnings potential and provides the means to a healthy lifestyle with the flexibility to meet Toasters’ changing needs. Learn more about our benefits at https://careers.toasttab.com/toast-benefits. The base salary range for this role is listed below. The starting salary will be determined based on skills, experience, and geographic location. In addition to base salary, our total rewards components include cash compensation (overtime, bonus/commissions if eligible), equity, and benefits. You can learn more about how we align pay with local labor markets in our Geographic Pay Zone Philosophy. Zone A $64,000—$102,000 USD Zone B $55,000—$88,000 USD Zone C $50,000—$80,000 USD How Toast Uses AI in its Hiring Process Throughout the hiring process, our goal is to get to know you. We use AI tools to support our recruiters and interviewers with tasks like note-taking, summarization, and documentation of interviews to ensure they can be fully focused on your conversation. All hiring decisions are made by people. 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. By embedding these principles into our culture and design, we create equitable opportunities for all and raise the bar in delivering exceptional experiences. We Thrive Together We embrace a hybrid work model that fosters in-person collaboration while valuing individual needs. Our goal is to build a strong culture of connection as we work together to empower the restaurant community. To learn more about how we work globally and regionally, check out: https://careers.toasttab.com/locations-toast. Apply today! Toast is committed to creating an accessible and inclusive hiring process. As part of this commitment, we strive to provide reasonable accommodations for persons with disabilities to enable them to access the hiring process. If you need an accommodation to access the job application or interview process, please contact candidateaccommodations@toasttab.com. ------ For roles in the United States, it is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Role Description As an OEM Account Executive at OpenText, you help customers use information management solutions to go to market faster and be more efficient. You are part of a global team of highly skilled and entrepreneurial professionals who understand their customers are experiencing unprecedented change. - This Sales hunter will cover the Canadian Territory selling OpenText Software to enterprise software and hardware companies. - Looking for an experienced and savvy seller with a track record of quantifiable success and value of disciplined execution. - This role will be in a primarily greenfield territory. - This is a consultative sale to an enterprise software and/or hardware company. - Ability to quickly understand a customer’s solution, its limitations, legacy technology, and future requirements. - Articulate how OpenText's speed, capture, content, scale, and analytics add transformative analytical value. - Previous experience selling enterprise information management solutions or vertically specific solutions in GSI, hyper scaling, Marketing, IoT, and/or enterprise software is desired. - Having key relationships for ISVs located in the region is ideal. - Comfortable with complex sales cycles. - Track record of successful attainment of targets rewarded with a competitive compensation package. Qualifications - At least five years of B2B selling across the Enterprise. - Experience working in a consultative capacity with C-level customers on complex cloud-based, on-premises, or hybrid solutions. - Expert knowledge of product rebranding and go-to-market strategies of third-party product integration and embedded technologies. - Ability to deploy advanced sales methodologies and tools to achieve and exceed targets. - Intellectually curious and easily grasp new products and solutions. - Completed higher education and a passion for continuous learning. Requirements - Generating your own pipeline through market research and outbound activities. - Consultative selling and intensely listening to your customers. - Preparing comprehensive territory plans. - Skillfully executing each phase of the sales process from pipeline generation to closing the deal. - Masterful client presentations and running effective meetings. - Clearly articulating the value proposition of solutions and products. - Previous experience selling capture and content management, analytical solutions, or customer communication solutions in Software, Business Process Management, ERP/CRM, and/or Healthcare is desired. - Developing relationships with Product Managers, CTOs, VP of Engineers, Solutions Architects within enterprise software and hardware companies is ideal. Benefits - Thoughtfully designed benefits package supporting physical, emotional, and financial wellbeing. - Variable and commission compensation opportunities for eligible roles. - Vacation entitlement and paid time off. Compensation Salary Range: $128,200 - $192,400 CAD base plus commissions; actual salary may vary based on education, experience, skills, geographical location, and alignment with internal equity and external market. AI Usage Disclosure As part of our commitment to transparency, we use artificial intelligence (AI) tools to assist in various stages of our recruitment process, including resume screening, candidate matching, interview scheduling, and communications. These tools are designed to improve efficiency, reduce bias, and enhance candidate experience. All decisions regarding hiring are made by qualified human professionals, and we continuously monitor our AI systems to ensure fairness and compliance with applicable regulations.

Enterprise Account Executive - Melbourne, VIC We can only consider candidate based in Melbourne Are you an experienced Enterprise Account Executive, ideally with a background in Cyber Security? Ready to join a high growth, industry shaping security vendor? Due to increased demand for our industry leading Command Platform and MDR services we are looking to hire an Enterprise Account Executive in Melbourne, VIC. In this role you will make a significant contribution to the growth and success of the business in your assigned region, territory, or vertical, by aggressively developing new business through new and existing accounts and managing profitable business relationships to assist in the achievement of the sales plan. This position is supported by our team of Sales Engineers and will have access to Product Specialists, Channel Managers and Customer Success teams. About the Team This role sits within our ANZ Sales team. Our wider ANZ Sales organisation serves as a strategic partner for our customers, helping them achieve a more secure digital future. By leveraging the full value of our product portfolio our Sales teams create relevant solutions to meet our customers needs and keep them secure. About the Role As an Enterprise Account Executive, your primary responsibility will be to develop and manage assigned verticals and accounts across the Public and Private Sector in Victoria, driving net new sales and upsell opportunities with customers. Specifically, your focus will be to: - Build relationships with prospective customers, profile accounts and develop the prospective customer into a revenue generating customer - Position the Rapid7 platform, including Managed Security Services and craft effective solutions - Meet or exceed quarterly/annual sales quota - Develop and manage pipeline and provide weekly updates to forecast - Negotiate contracts, up-sell, build customer rapport and assist with adoption - Provide appropriate sales tracking and reporting as required, leveraging Salesforce.com and Clari - Represent Rapid7 at external events, including industry events - Navigate channel and MSSP partners and effectively collaborate to grow assigned territory business - Manage and respond to RFPs, working with internal stakeholders with and outside of Australia The skills and qualities you'll bring include: - A minimum of 5 years' experience in a New Business Sales role within Cyber security (or SaaS/Cloud) - Proven solution sales experience. Identifying market size and focus; developing sales pipeline; penetrating new accounts and driving the sales process - Ability to multi-task numerous sales cycles simultaneously, whilst ensuring revenue goals are achieved - A track record of consistent performance and outstanding target achievement in New Business Sales role - Existing relationships at technology management level within the VIC Enterprise Sector - An entrepreneurial spirit by which you will own and drive your own business - Accountability for your own performance, driving outcomes for your customers and partners, and meeting commitments - Experience in collaborating with SEs, Customer Success, Product specialists, Channel Managers etc in order to create business & customer value - Being comfortable and able to navigate environments that are constantly changing and ambiguous - Strong communication skills - Core Value Embodiment: Embody our core values to foster a culture of excellence that drives meaningful impact and collective success. We know that the best ideas and solutions come from multi-dimensional teams. That's because these teams reflect a variety of backgrounds and professional experiences. If you are excited about this role and feel your experience can make an impact, please don't be shy - apply today. About Rapid7 #LI-CG3 About Rapid7 At Rapid7, our vision is to create a secure digital world for our customers, our industry, and our communities. We do this by harnessing our collective expertise and passion to challenge what's possible and drive extraordinary impact. We're building a dynamic and collaborative workplace where new ideas are welcome. Protecting 11,000+ customers against bad actors and threats means we're continuing to push the envelope just like we' ve been doing for the past 20 years. If you 're ready to solve some of the toughest challenges in cybersecurity, we're ready to help you take command of your career. Join us.