Role Description Responsible for developing opportunities within existing and new accounts assigned in the territory, with the goal of turning as many opportunities into closed-won deals as possible. Collaborate with pre-sales and post-sales support resources throughout sales campaigns. Serves customers in a trusted advisor role by always keeping the customer’s best interests at the forefront. Being available to customers in a consultative capacity even during those times the customer is not in the market. Success in the role requires building and maintaining a strong sales pipeline, leading complex sales engagements, coordinating cross-functional resources, accurately forecasting revenue, and consistently achieving quota targets. What you will do - Prospecting Accounts: Prospect for new business across multiple functional areas within the company, including leveraging leads provided by marketing, and maintain the appropriate pipeline coverage. - Building Relationships: Gain a deep understanding of the customer’s processes and problems. Ensure the right questions are being asked and answered. Bring unique value to every interaction. Develop relationships with multiple buying personas within the prospect account. - Articulating Value: Connect prospect’s business objectives (both functional and corporate) with DigiCert solutions. Deploy a customer-centric approach in understanding how DigiCert can do so. - Driving Sales Execution: Lead enterprise agreements to close being proactive in all aspects of opportunity development. Prepare accurate forecast, building a funnel to cover bookings target, documenting activities in Salesforce and performing other tasks necessary to drive revenue and communicate activities to sales management. - Closing Opportunities: Develop and actively manage interactions within the customer buying cycle using standard processes. Handle different kinds of sales scenarios and negotiate in a manner that drives towards close. Gain buy-in from multiple stakeholders. - Effective Account Coordination: Use a disciplined approach to effectively and efficiently involve pre-sales and post-sales support. Leverage industry expertise as needed. - Demonstrating DigiCert Proficiency: Be proficient with a working knowledge and understanding across all DigiCert products and solutions. Qualifications - Minimum of 5 years of quota-carrying sales experience at a software/technology company. - Track record of qualifying and closing consultative/service-led sales, particularly multi-year and subscription-based services. - Exceptional ability to create and foster relationships across enterprise C-suite executives and build consensus among the buying team. - Exceptional time and people management skills to marshal resources and advance opportunities. - Well-versed in the data-analytics industry and strong knowledge of competitor products and capabilities. - Bachelor’s degree or equivalent work experience. Benefits - Competitive compensation and comprehensive health, dental, and vision coverage. - Retirement savings programs with company matching (401(k) or RRSP). - Generous paid time off, including holidays, and vacation. - Paid parental leave and family support benefits. - Life and disability coverage. - Flexible spending and health savings options (where applicable). - Health and wellness support, including gym reimbursement and wellness programs. - Employee Assistance Program with 24/7 confidential support for employees and families. - Education assistance and professional development opportunities. - Access to LinkedIn Learning and continuous learning resources. - Employee referral bonus program and additional company perks and discounts. - Internal rewards and recognition platform (Motivosity) to celebrate and acknowledge project wins, milestone achievements, and the outstanding contributions of our colleagues. - Business travel insurance and global employee support programs.

• Lead efforts to grow Toast market share in the Chain Restaurant Industry through establishment and cultivation of ongoing relationships at the C-Suite level through research, cold-calling and networking to develop a qualified pipeline of prospects. • Create demand by educating prospects on the Toast value proposition of products and solutions through demonstrations and presentations communicating a compelling purchase rationale. • Cultivate relationships with business partner counterparts who sell and support complementary applications and services to point of sale systems serving the restaurant industry • Plan, direct and coordinate sales support activities, including management of the sales pipeline through Toast sales tools (Salesforce) • Involved in all phases of the sales lifecycle including: identifying and developing leads; meeting with clients; developing value propositions; financial deal structuring; contract negotiation and closing • Understand the competitive landscape (strengths, weaknesses, benefits) and determine how to position Toast to win • Collaborate with Account Service and Implementation Teams to ensure that expectations set during the sales process are met in delivery

This is a bilingual Spanish field sales opportunity based out of a personal home office. You must live local to your territory in New Jersey or be willing to relocate to the area. 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 estimated Total Targeted Cash compensation range for this role is listed below. Total Targeted Cash for this role includes base salary, commission, and bonus (if eligible). This role qualifies for uncapped commissions. The starting salary will be determined based on skills, experience, and geographic location. In addition to cash compensation, our total rewards components include benefits and equity (if eligible). You can learn more about how we align pay with local labor markets in our Geographic Pay Zone Philosophy. Zone A $148,000—$237,000 USD Zone B $128,000—$205,000 USD Zone C $115,000—$185,000 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. To learn more: https://careers.toasttab.com/ai-in-hiring Our Approach to Hybrid Working 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 hospitality community, regardless of location. Please visit the Locations page on our career site to learn more about our in-office expectations by region: https://careers.toasttab.com/locations-toast 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 Responsible for driving account growth and profitability by securing incremental and renewal contractual commitments from Economic Buying Influences (EBIs) and Technical Buying Influences (TBIs). This strategic sales position focuses on developing and executing account growth plans, collaborating with category experts and customer support teams, and engaging contacts through phone, video, and digital tools. - Use prescribed sales tools to prioritize activities, drive efficiency, and document customer interactions (e.g., Prioritized Insights, Tenfold, SFDC). - Partner with category experts and customer support teams to execute growth plans and enhance the customer purchasing experience. - Collaborate with the Revenue Management Team to make discretionary pricing decisions and ensure compliance with contract terms. - Demonstrate advanced business acumen and sales methodologies to identify incremental opportunities at both master and site levels while understanding the competitive landscape. - Apply expertise in customer industry buying processes to support product selection and standardization. - Drive account growth by securing programmatic and transactional opportunities and ensuring compliance at all account sites. - Implement and ramp up new and existing customer programs to maximize compliance and profitability. - Engage with the CSC team to manage customer experiences and complete maintenance requests. - Build and maintain relationships with senior executives within the customer base to support long-term growth. Qualifications - Strong motivation to achieve results with a proactive, solutions-driven mindset. - Resilience in overcoming challenges and adapting to changing circumstances. - Proven track record in managing programs, business development, and complex deals from initiation to completion. - Ability to effectively engage with senior-level executives through impactful presentations and consultative selling. - Expertise in negotiation, client management, and insight-driven sales strategies. - Skilled in setting targets, designing growth plans, and collaborating with sales teams. - Strong acumen in business, finance, operations, and technology, with advanced analytical skills to interpret customer data and industry trends. - Independent, adaptable, and capable of excelling in dynamic environments. - Extensive experience in account management, prospecting, and business-to-business sales, with a focus on retention and growth. Requirements - Minimum of 4 years of sales experience. - High School Diploma / GED or equivalent work experience. - Experience using Microsoft Office and other basic software tools. Benefits - Inclusive culture with associate-led Business Resource Groups. - Flexible PTO (22 days) and Holiday Schedule (7 observed paid holidays). - Online and Retail Discounts, Company Match 401(k), Physical and Mental Health Wellness programs, and more perks and benefits.