Account Executive, Mid-Market

Role Summary

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.

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.

Responsibilities

• 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

Requirements

• 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

About the Company

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.