Founded in 2013 and based in Lafayette, Louisiana, Waitr operates an online ordering technology platform, providing delivery, carryout and dine-in options. Waitr, along with Bite Squad and Delivery Dudes, connect local restaurants and grocery stores to diners in underserved U.S. markets. Together, they are a convenient way to discover, order and receive great food and other products from local restaurants, national chains and grocery stores. As of September 30, 2021, Waitr, Bite Squad and Delivery Dudes operate in small and medium sized markets in the United States in over 1,000 cities.

Essential Functions:

• Area strategy & planning
• Set realistic goals and review pipeline with the Director of Enterprise Accounts on a bi-weekly basis.
• Understand general delivery zones and which areas to focus on.
• Participate in Tuesday and Thursday team calls to obtain updates and strategize with the team.
• Conduct basic research
• Current restaurant analysis: integrated restaurants, cuisine categories, number of available restaurants, locations of restaurants.
• Online, such as Yelp, Trip Advisor, Restaurant New, Owler, etc.
• National competitors - pricing, penetration, restaurant sentiment
• Prospecting & networking
• Enter companies, contacts, and details of meetings into CRM on a daily basis.
• Use Hubspot templates and sequences to connect with decision makers.
• Attend conventions, conferences and brand family reunions to create brand awareness by networking.
• Consultation & product presentations
• Practice presentation/pitch alone daily as well as with the Director of Enterprise Accounts to perfect the pitch.
• Demonstrate to the decision maker Waitr's features and benefits through an effective pitch and presentation.
• Establish trust with the prospect by asking qualifying questions and consulting with them about how Waitr will improve their business.
• Record customer objections and complaints in CRM; work to resolve objections and turn them “complaints” during pitch presentation.
• Answer any questions and concerns raised by existing restaurant partners to ensure issues are resolved in a timely manner. If the issue requires additional resources, leverage the National Account Specialist team.
• Salvage existing partners who want to cancel by addressing concern and getting management involved, if needed.




Closing the deal - Be prepared to close every deal by:

• Presenting factual evidence of success in their markets and food category.
• Handling objections/complaints and turning them into opportunities.
• Have Waitr MSA ready to be signed along with onboarding plans
• Work with the Director of Enterprise Accounts and legal to negotiate terms and conditions of a deal. 
• Obtain updated location lists from prospects to capture as many addressable restaurants as possible.
• Restaurant agreements are uploaded to HubSpot the day an MSA is signed.
• Consistently follow up with the prospect (email, texts, and phone calls)
• Understand what stage of the sales process prospects are in and prioritize accordingly.

Utilize the CRM on a daily basis to manage the pipeline by:




• Entering new contact and updating existing prospects information.
• Accurately moving the prospect through the sales process
• Upon closing the deal:
• Utilize the current onboarding deal submission process and procedures.
• Complete and check the MSA for accuracy.
• Answer questions and provide information (via email, slack, HubSpot, text, phone) to internal team members to ensure a smooth transition from sales to operations.
• Utilize internal procedures to ensure the restaurant goes live and is accepting orders.
• Take ownership and accountability for results. We have a support network, but ultimately accountability falls on the shoulders of the National Account Executive.
• Utilize training videos and Lessonly to understand how to properly use CRM, sales operating procedures, and general customer service processes.
• Utilize company analytics to run reports on restaurant sales as well as stay informed on how their partners are performing.
• Regularly role-play sales presentations, call scripts, overcoming objections, and closing strategies with the Director of Enterprise Accounts.
• Maintain up to date knowledge on the industry and marketplace by:
• Subscribing to industry and community websites
• Reading books and listening to podcasts
• Searching the internet.
• Evaluate daily tasks and activities and minimize things that take away from your primary job functions.
• Leverage the support system.
• Provide feedback on areas of opportunity within the business to streamline/allow for larger partnerships.
• Be aware of other National Account Executives prospects and pipelines. Avoid calling on restaurants or brands they are actively working with.
• Build positive relationships within the sales team and organization. 
• Treat others with respect and dignity.
• Show empathy for other members of the team and organization.




Success measurement:

• The first measure of success is gauged by the number of new restaurants added to Waitr Holdings on a monthly basis.
• The second measure of success is gauged by the transaction rate new restaurants are added.
• The third measure of success is gauged by the increased revenue and profits that flow from signed restaurants.




Minimum expectations:

• National Account Executives are expected to be in the top 25% of the entire sales team based on the number of new restaurants signed each month.
• National Account Executives are expected to sign restaurants at rates equal to or higher than the competition.
• Price lifts should be avoided and cannot exceed any price lifts that the competition has with prospective restaurants.
• National Account Executives are expected to sign popular and desired restaurants that generate increased order counts.




Requirements:

• Associate's or Bachelor’s degree preferred (Business, Sales and Marketing, or related fields are preferred).
• Sales Experience - 3 years related sales experience in a B2B setting.
• Successful Record of Sales Achievement - Proven experience developing new pipeline opportunities and generating revenue.
• Sales Hunter – The position is built for someone who possesses a hunter mentality with a consultative approach. Strong cold calling and professional network development experience.

Compensation & Benefits:

• This role is a Full-Time Salaried Exempt role
• The Base Salary falls between $50,000-$60,000 annually
• On Target Earnings fall between $120,000-$130,000+ depending on performance
• If you are hungry, self motivated and want to control your income this is the position for you!
• Our benefits package includes a 401k, flexible PTO, medical, dental, vision, paid paternity/maternity leave and other voluntary benefits like short term and long term disability.
• Company reimbursed travel expenses where applicable
• 100% Remote!!

Core Competencies

Nimble: You move fast and accurately in a dynamic environment.

Logistical: Proactively seeks and finds ways to provide the highest standards of efficiency.

Innovator: Generates and recognizes creative solutions in varying work situations.

Team Player: Collaboration and strong communication skills.

Effective Communicator: Demonstrates open, honest and respectful written and verbal communication.

Results-Oriented: Productively focuses time and resources on activities to produce quality results.

Forward-Thinking: Problem solver, do whatever it takes attitude.

Strategic Thinker: Views events and possibilities from multiple perspectives. Understands the bigger picture and the interdependencies and effects of other systems.

Ethical: Maintains and promotes individual and organization integrity and values in the conduct of all activities. 

Waitr, Inc. is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: Waitr, Inc. is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at Waitr, Inc. are based on business needs, job requirements and individual qualifications, without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristics protected by federal, state or local laws. 

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.