• Develop a deep understanding of HungerRush's restaurant technology platform, payment solutions, and value proposition. • Identify, prospect, and engage restaurant operators and multi-unit restaurant groups within a defined ICP, primarily targeting brands operating 1-25 locations. • Build and execute a territory plan focused on generating new business opportunities through outbound prospecting, networking, referrals, industry events, and strategic account targeting. • Generate pipeline through consistent outbound activity including cold calling, email outreach, social selling, and other prospecting channels. • Conduct discovery conversations with restaurant owners, operators, and executive stakeholders to understand business challenges and growth objectives. • Deliver compelling product demonstrations and effectively communicate HungerRush's competitive advantages. • Manage the complete sales cycle from prospecting and qualification through proposal, negotiation, and contract execution. • Maintain accurate pipeline, forecasting, and activity management within Salesforce. • Partner closely with Marketing, Sales Engineering, Payments, Implementation, and Customer Success teams to ensure a seamless customer experience. • Stay informed on industry trends, competitive solutions, restaurant technology innovations, and payment processing strategies. • Consistently achieve and exceed monthly, quarterly, and annual sales targets.

Role Description At Tyk, our Enterprise Account Executives don’t wait for deals to arrive, they create momentum. You’ll work with a defined set of strategic enterprise accounts, winning new logos and expanding existing customers by selling a sophisticated, highly technical platform to experienced buyers. This is complex, long-cycle selling with real depth: multiple stakeholders, technical validation, executive alignment, and disciplined deal execution from first conversation to close. If you enjoy thoughtful outbound, structured sales motions and earning trust in senior buying committees, this role will feel right at home. Responsibilities - New logo acquisition: - Own the end-to-end pursuit of new strategic customers. - Develop and execute account plans: stakeholder mapping, entry strategy, and path-to-close. - Lead structured discovery and qualification in complex buying environments. - Build credibility with technical, commercial, and executive stakeholders. - Navigate long-cycle deals with clarity, discipline, and focus on deal quality. - Qualify and disqualify rigorously to prioritize winnable opportunities. - Strategic expansion (in partnership with Account Management): - Identify expansion signals and shape them into qualified opportunities. - Own the commercial execution of expansion deals (new products, teams, use cases, or footprint). - Ensure expansion activity strengthens long-term account health and customer outcomes. How you’ll do it - Own a defined strategic account set, with accountability for focus, prioritization, and penetration. - Build and maintain a healthy, high-quality pipeline across new logo and expansion opportunities. - Partner with Marketing and ecosystem partners on targeted inbound and outbound motions. - Use account-level research and insight to earn executive access and multi-threaded sponsorship. - Run a disciplined qualification methodology (e.g. MEDDPICC or equivalent). - Build compelling business cases aligned to customer priorities and outcomes. - Collaborate closely with presales, partners, and senior technical leadership on high-stakes pursuits. - Maintain strong CRM hygiene, opportunity planning, and reliable forecasting. - Execute clean handoffs to Account Management and Customer Success post-sale. Success in this role is measured by: - Consistent creation of high-quality strategic pipeline. - Strong win rates on well-qualified opportunities. - Clean execution and handover that sets customers up for long-term success. Qualifications - Proven experience selling complex B2B or enterprise technology. - Strong track record of new logo acquisition in long-cycle, multi-stakeholder deals. - Experience driving expansion within existing enterprise customers. - Confidence engaging technical and business stakeholders, including at executive level. - Disciplined judgement around qualification, prioritization, and deal execution. - Strong forecasting integrity and CRM discipline. - Collaborative mindset across sales, technical, partner, and account teams. - High commercial integrity and professionalism. - Calm, resilient approach to complex, high-value pursuits. Benefits - Excellent Medical, Dental, and Vision packages. - 401k plan. - Unlimited paid holiday. - Total flexibility in hours. - Employee share scheme. - Generous maternity and paternity leave. - Company retreats. Company Description Customer success is a first-order priority at Tyk — and our sales model reflects that. We operate with clear ownership, strong handoffs, and respect for long-term account health. When a deal is closed, responsibility transitions cleanly to Account Management and Customer Success, creating continuity for customers and a solid foundation for future expansion. We all share the same vision - we value authenticity, respect, responsibility, independence, honesty, diversity and inclusion and most importantly treating others how you wish to be treated. We look for like-minded people who bring their personalities to work every day, strive to achieve their personal goals and who are willing to challenge the way we do things, why? - to make what we do even better!

• Build and maintain relationships with end users, distributors, and internal sales partners • Conduct daily prospecting and follow-up calls and emails • Review and manage Salesforce pipeline • Lead Large Opportunity Pipeline Reviews • Conduct Distributor Specialist Engagements • Participate in Aligned Distributor Management Meetings • Collaborate with internal teams and coordinate outreach strategies • Maintain accurate calendar management and track expense reports • Stay up to date on product training and manufacturer updates

• Conducting virtual presentations with existing customers via our livestream platform • Building rapport and creating engaging customer experiences • Presenting travel and membership opportunities tailored to customer needs • Guiding customers through informed purchasing decisions • Achieving individual sales and performance goals • Delivering a professional and customer-focused experience throughout every interaction