Account Executive, Mid-Market

Account Executive – Kea AI

About Kea

Kea AI is redefining the way restaurants talk to their customers. We're building cutting-edge Voice AI that helps restaurant businesses manage inbound calls with powerful automation and human-like understanding. Whether it's submitting autonomous orders, answering questions, or escalating intelligently, Kea listens, understands, and gets stuff done. "Let the bird take the call"

We're small and fast-moving, recently launching our rebrand as the Voice AI company for restaurants. Customers love what we've built, and we're growing like wildfire. Now we need a strategic, consultative closer with a Mid-market focus who can bring Kea to multi-unit restaurant businesses who need us and show them exactly why they do.

What You'll Own

Full-Cycle Sales Execution

• Prospect, qualify, run discovery, deliver demos, and close net-new restaurant groups from first touch to signed contract
• Manage a pipeline of multi-location restaurant brands (10–100 locations), targeting operators, technology leaders, and C-level buyers
• Execute both land-and-expand strategies: winning new markets while growing revenue within existing accounts across multiple stakeholders and locations

Strategic, Consultative Selling

• Lead discovery conversations that uncover pain points around call volume, labor costs, order accuracy, and customer experience
• Deliver tailored product walkthroughs, business cases, and ROI modeling that connect Kea's value to real operational and financial outcomes
• Navigate complex technical conversations around API-driven solutions and platform integrations (e.g., Olo, Toast, Square)

Cross-Functional Collaboration

• Coordinate closely with implementation, product, and customer success teams to ensure seamless onboarding and set realistic customer expectations
• Provide feedback to leadership and product teams on market trends, competitive positioning, objections, and opportunities to strengthen our GTM motion

Pipeline Discipline & Forecasting

• Maintain clean CRM hygiene and accurate forecasting to drive predictable revenue growth
• Build pipeline through outbound prospecting, industry events, referrals, and targeted campaigns

0→1 Playbook Building

• Help shape Kea's initial sales playbook and go-to-market strategy as we scale from early traction to repeatable growth
• Bring energy, curiosity, and strategic thinking to a fast-moving, high-impact environment

What Success Looks Like:

• Meeting or exceeding an individual quota focused on net-new business acquisition
• Developing a predictable, healthy pipeline through disciplined outbound, events, referrals, and targeted campaigns
• Landing multi-unit restaurant chains that adopt Kea across locations and expand usage over time
• Owning the room in customer conversations, building trust, uncovering needs, and positioning Kea as a strategic partner
• Contributing meaningfully to Kea's evolving sales strategy and market positioning

Must-Haves:

• 5+ years of quota-carrying SaaS sales experience, ideally in restaurant tech, hospitality tech, POS, payments, CX automation, or adjacent verticals
• Proven success closing mid-market or commercial deals with multi-stakeholder buying groups. Selling directly to CEOs, CMOs, CTOs, and senior IT and Operations leaders.
• Demonstrated ability to execute land-and-expand strategies, growing accounts across decision-makers and geographies
• Strong consultative selling discipline: you run discovery like a pro, demo value (not features), and build compelling business cases
• Experience in a 0 to 1 or early-stage environment, helping shape go-to-market strategy and initial sales playbooks
• Deep understanding of the restaurant industry landscape, the operations, pain points, and decision-making structures
• Comfortable with frequent travel to meet customers, close deals, and represent Kea at industry events
• Tenacity, curiosity, energy, and confidence, you own the room and genuinely care about solving customer problems

Nice-to-Haves:

• Experience navigating complex integrations, APIs, or technical solutions in a sales context
• Previously worked in a restaurant before moving into SaaS sales
• Sold for companies we admire (e.g., Toast, Olo, SevenRooms, MarginEdge, or similar restaurant tech players)
• Existing relationships in the restaurant tech or QSR/fast-casual ecosystem

The Intangibles:

• If we can't imagine buying from you, we can't move forward. You need to be someone operators trust, respect, and want to work with.

Why Join Kea?

• Shape the playbook. You're not inheriting a rigid process, you're building it alongside our leadership team.
• Own your impact. Your deals directly fuel our growth. No bureaucracy, just results.
• Work with a product customers love. Kea works, and restaurant operators know it. You're selling something that genuinely solves problems.
• Get in early. Join a fast-growing company where your voice matters and your success accelerates your career.
• Competitive compensation: Base + commission structure designed to reward high performers, plus benefits.