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MarginEdge · 2 hours ago

Mid Market Account Executive

Arlington, VA

Full-time

Hybrid

Mid, Senior Level

5+ years exp

MarginEdge is dedicated to empowering restaurants with innovative tools and insights for better business efficiency. The Mid-Market Account Executive will be responsible for managing the full sales cycle and building relationships with multi-location restaurant brands to drive growth and customer satisfaction.

AnalyticsFood and BeverageSoftware

Growth Opportunities

Responsibilities

Own your territory: Identify, engage, and develop new opportunities with multi-unit restaurant groups

Manage the full sales cycle: Prospect, qualify, present, negotiate, and close new business

Become an expert: Master MarginEdge’s platform and effectively communicate its value to executive decision-makers

Tailor your approach: Adapt recommendations to fit each client’s unique needs and priorities

Collaborate: Work hand in hand with Customer Success to ensure a smooth onboarding experience and ongoing client success

Exceed your goals: Consistently meet and surpass quarterly sales targets

Travel: Be ready to meet clients face-to-face approximately 20% of the time

Gather feedback: Capture customer insights and share them with the team to help inform product improvements

Qualification

Complex sales cyclesTechnology salesConsultative sellingCommunication skillsSalesforceNegotiation skillsPresentation skillsCustomer insightsPassion for restaurantsTeam collaborationAdaptability

Required

5+ years of sales experience, including at least 2 years owning complex sales cycles from prospecting to close

A proven track record of closing enterprise deals with ACVs of $200K+ and multiple executive-level stakeholders

Strong consultative selling skills with the ability to build trust and credibility across C-suite decision-makers and influencers

Proactively create demand and build your own book of business

Excellent communication, presentation, and negotiation chops—you know how to tell a story that resonates

Respect for process, personalization, and relevance in every interaction

A genuine love for restaurants—not just dining in them, but helping them thrive

A collaborative mindset. We really mean it when we say, 'We win together.'

Preferred

Experience in hospitality technology sales as an Account Executive, with a track record of self-sourced pipeline and closed deals

Familiarity with MEDDIC, MEDDPICC, Challenger Sale, or Sandler—frameworks that help you navigate complexity and keep deals moving

You've made the jump from restaurant operations to sales and appreciate the joy of working hard—during traditional business hours. Background as a full-service restaurant GM or AGM (with bonus points if you've led teams in multi-unit national or regional brands)

A knack for professional, clear writing (we may ask for a sample)

Hands-on experience with Salesforce, Outreach, or similar CRM tools to keep yourself organized and proactive

A natural curiosity—you're always learning, iterating, and finding ways to level up your craft

A hobby or passion you love outside of work (we like well-rounded humans)