Palona AI
Enterprise Account Executive - Multi-Unit Restaurants
Palona AI, Los Altos, California, United States, 94024
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.
Requirements (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.
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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.
Requirements (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.
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