What are the responsibilities and job description for the Enterprise Account Executive - Multi-Unit Restaurants position at Palona AI?
We are seeking an Enterprise Account Executive to drive growth with multi-unit restaurant groups and hospitality operators. You'll own the full sales cycle from discovery to close, selling Palona's Conversational AI platform that transforms how high-volume restaurants answer calls, take orders, and book reservations. We're looking for a proven closer who thrives in startup environments, quickly builds credibility with executives, and delivers clear ROI for customers.
The ideal candidate will have experience selling to multi-unit restaurant operators, franchisees and hospitality executives. You'll own the full sales cycle from discovery to close, collaborating with marketing, product/engineering, and our AI specialists. Your goal will be to help Palona AI dominate the market and become the leading AI partner for restaurant leaders.
Responsibilities:
- Own the full sales cycle: discovery, demo, proposal, negotiation, and close,
- Target and engage key decision-makers across C-Suite, VP-level, GMs, and franchise owners
- Translate operator pain points (e.g., missed calls, staffing inefficiencies) into clear ROI with data, proof, and case studies
- Partner with marketing to co-develop outbound plays, ABM strategy, and restaurant-specific campaigns
- Use HubSpot to manage pipeline, forecast accurately, and maintain sales discipline
- Represent Palona at industry events, demos, and executive briefings
- Collaborate with customer success to ensure seamless handoff and accelerate customer time-to-value
Outcomes You'll Own:
- Pipeline growth and closed revenue from restaurant enterprise accounts
- Short sales cycles with clear business case alignment
- Multi-location, multi-market expansion opportunities
- Clear vertical positioning feedback to marketing and product
Required:
- 4–8 years of B2B SaaS sales experience with a proven track record of closing
- Experience selling into multi-unit restaurants, franchise groups, or hospitality operators
- History of exceeding quota in consultative, high-value sales roles
- Proven success in early-stage startup environments requiring speed, ownership, and adaptability
- Strong understanding of the restaurant technology stack (POS, reservations, call centers, etc.)
- Customer-first mindset with a focus on solving problems, not just pitching products
- Ability to build and articulate compelling business cases tied to revenue outcomes
Preferred:
- Established network of restaurant industry contacts (franchise groups, operations leaders, IT buyers)
- Familiarity with AI, automation, or call-tracking technology
- Experience driving multi-location, multi-market expansion opportunities
- Strong vertical feedback loop skills to influence marketing and product positioning