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