Account Executive

Remote, with occasional on site office visits and team events · Full-Time · Reports to Regional Sales Manager


ABOUT AIO:

AIO is building the AI-native operating system for the restaurant industry — purpose-built software and hardware that replaces the fragmented, legacy systems operators have been forced to manage for decades. We move fast, operate lean, and hold ourselves to a high standard.

THE ROLE:

Los Angeles is one of the densest and most diverse restaurant markets in the country — over 30,000 locations across neighborhoods that operate like entirely different worlds. As an Account Executive covering the LA market, you own your territory from first conversation to closed deal, and you stay close through installation and onboarding to make sure operators actually get value.

This is a remote role, but it is field-intensive in practice. You will spend significant time on the ground in your territory — in dining rooms before the lunch rush, in parking lots after a close, and in the follow-up that most reps skip. You set your own schedule, but the expectation is that you are in front of operators regularly. SDRs will feed you qualified appointments, but the AE who wins this market generates their own pipeline and knows their neighborhoods as well as the operators do.

The operators you will sell to range from multi-unit independent owners running locations in Koreatown to fast-casual concepts scaling across the Westside to ghost kitchen operators managing volume through delivery platforms. What they share: they are time-poor, burdened by California's labor costs and compliance requirements, heavily dependent on third-party delivery platforms eating into their margins, and deeply skeptical of technology vendors who have overpromised before. Your job is to earn their trust quickly, speak to their actual problems, and show them how AIO solves what they deal with every day.

CORE RESPONSIBILITIES:

Territory Ownership & Pipeline Generation

● Own your assigned LA territory — whether that is the Eastside, South Bay, San Fernando Valley, or the corridors in between — know your accounts, know your neighborhoods, and build a systematic plan to cover them

● Generate pipeline independently through outbound prospecting: calls, in-person visits to restaurant locations, and direct outreach to owners and operators — walking into a restaurant and asking for the owner is a core part of this job, even from a remote base

● Work closely with your assigned SDRs to maximise qualified appointment flow; provide clear feedback on lead quality and help sharpen targeting for the LA market specifically

● Maintain pipeline at 3x quota coverage at all times; flag gaps early and close them through your own activity

● Build relationships across LA's operator communities — independent multi-unit owners, ghost kitchen operators, fast-casual concepts, and ethnic food corridor businesses represent your highest-density opportunities

Discovery & Qualification

● Run thorough discovery to understand each operator's current tech stack, operational pain points, delivery dependency, labor cost pressures, and decision-making process

● Qualify rigorously — an operator mid-lease renegotiation or buried in compliance issues is not your customer today; focus your time on operators ready and able to move

● Build a clear picture of the buying committee: in LA you are often selling to an owner-operator directly, but multi-unit owners may involve a GM, a bookkeeper, or a silent partner

● Use BANT, MEDDIC, or equivalent frameworks consistently and log findings in HubSpot before moving stages

Product Demos & Proposal

● Deliver tailored demos that connect AIO's capabilities directly to the specific pressures LA operators face — rising food costs, third-party delivery margin compression, California labor law compliance, and the operational chaos of managing multiple revenue channels simultaneously

● Handle objections with honesty; LA operators have been sold to by every major POS and restaurant tech vendor and they will test you — authenticity closes more deals here than polish

● Build and present commercial proposals clearly; be comfortable discussing ROI in terms that matter to an LA operator: labor hours saved, delivery fee reduction, table turn improvement

● Adapt your demo approach to the operator in front of you — a QSR owner in the Valley has different concerns than a full-service chef-owner in Silver Lake; adjust accordingly

Pipeline Management & Closing

● Move deals through the pipeline with discipline — each stage should have a clear next step before you leave the conversation

● Forecast accurately and honestly; communicate pipeline status and deal risk to your RSM weekly — no surprises at end of quarter

● Close with urgency and without desperation; LA operators respond to confidence, specificity, and a clear reason to act now

● Keep HubSpot current at every stage — deal notes, contact records, next steps, and close dates must reflect reality

Customer Handoff & Onboarding Partnership

● Own the transition from closed deal to live customer — you set the expectations, you are responsible for a clean handoff to the Field Operations and Installation team

● Stay engaged through installation and initial onboarding; operators who feel abandoned after signing churn faster and refer less — and in a market as relationship-driven as LA, referrals are compounding

● Surface early customer feedback to product and customer operations teams; you are closest to the customer in the first 90 days

Market Intelligence & Cross-Functional Contribution

● Provide structured feedback to Marketing on what messaging resonates with LA operators, what objections recur, and what competitive intelligence you are picking up in the field

● Stay current on LA-specific dynamics: California minimum wage increases, AB5 implications for delivery, the ghost kitchen landscape, and how delivery platform economics are reshaping operator decisions

● Participate actively in team meetings, sales training, and pipeline reviews — your market knowledge makes the whole team sharper

WHAT WE'RE LOOKING FOR:

● 2–4 years of B2B SaaS or technology sales experience with a track record of quota attainment — restaurant tech, hospitality technology, or SMB-focused SaaS in the California market is a strong advantage

● Full-cycle sales experience: you have sourced, run discovery, demoed, negotiated, and closed

● Genuine comfort with field-based outbound prospecting; LA is a market you cover on foot and in person, not just by phone and email — remote does not mean desk-bound

● Strong discovery and consultative selling instincts — you ask better questions than you give answers

● HubSpot proficiency required; sloppy CRM hygiene is a performance issue, not an administrative one

● Ability to run compelling, customized demos without leaning on a script

● Clear, direct communicator with customers, SDRs, and internal stakeholders

● Comfortable navigating LA's geographic spread and planning a territory efficiently — time in traffic is time not selling

● Self-directed and disciplined in a remote environment; you manage your own day and hit your numbers without being managed to them

● Familiarity with BANT, MEDDIC, SPIN, Challenger, or equivalent qualification frameworks

NICE TO HAVE

● Prior experience working in a restaurant — if you have lived the operational reality of a busy LA dining room or high-volume kitchen, you will build trust with operators faster than anyone

● Experience selling directly to restaurant owners, GMs, or multi-unit operators in Southern California

● Familiarity with restaurant POS systems, kitchen display systems, delivery platform integrations, or hospitality tech platforms common in the LA market

● Conversational Spanish or Korean is a genuine advantage given the operator communities you will be working within

● Background in high-velocity, short-cycle SaaS sales where activity and urgency drive results

WHAT THIS IS NOT:

This is not an order-taking role, and it is not a work-from-your-couch role. AIO does not yet have the brand recognition in LA that opens doors automatically — you open doors, and you open them in person. If you are looking for a mature enterprise sales process with full SDR coverage and a well-known brand doing the heavy lifting, this is not the right fit. If you want to own one of the most dynamic restaurant markets in the country, build something real, and be rewarded directly for what you close, you will thrive here.

WHY AIO:

● Remote flexibility with real field ownership: you set your schedule, you own your territory, and your results speak for themselves

● Own your outcomes: your compensation is directly tied to what you close. Top performers earn disproportionately here.

● Real product-market fit: 66% of LA operators plan to spend more on technology — you are entering the market at the right moment with a genuinely better solution.

● Short sales cycles: restaurant operators make decisions quickly. You see the results of your work without waiting quarters.

● SDR support: qualified appointments land on your calendar so you can focus your selling energy on deals that matter.

● A company that values your market intelligence: what you learn in the field shapes how we build, market, and sell.

● Values that mean something: Accountability, Love the Grind, and Reach Further Together — how this team operates, not how it presents itself.