Account Executive | Hospitality

DescriptionOttimate (formerly Plate IQ) helps fast growing businesses automate accounts payables on their terms. We simplify everything from invoice management to payments for both recurring and one-off expenses with a cloud-first approach that enables remote work. Ottimate’s AP Automation and VendorPay Network helps businesses pay and get paid faster. At Ottimate, passion generates excitement for what we do and how we do it. With passion at the heart of everything we do, we nurture ideas, inspire excellence, and find creative ways to eliminate obstacles for cultivating growth. The positive attitude with which we assist one another develops open, honest, and genuine connections. Above all, we celebrate and embrace our differences. We invest in each other because we win or lose as a team. Our values are at the center of our company and culture. At Ottimate (formerly Plate IQ), we value: Growth, Customer Focus, Innovation, Accountability, and Communication. The Role As an Account Executive you will be responsible for developing and closing new business and expanding our footprint within the hospitality industry (specifically targeting restaurants, country clubs, and hotels). In your day-to-day, you will focus on acquiring new customers and outlining to CFOs and finance leaders how our Fintech solution can immediately impact their organization. You will be accountable for exceeding monthly and quarterly quotas, proactive deal management, forecast accuracy, and driving adoption and usage with customers and prospects in collaboration with internal teams and the broader Ottimate partner ecosystem. A successful candidate is highly motivated, a go-getter, eager to learn, determined to adapt quickly, wears multiple hats, and is comfortable selling a solution that can transform a business immediately. What You'll Do

• Drive success of the company’s goals and objectives by achieving individual sales quotas

• Build and manage a sales pipeline through prospecting and lead generation efforts focusing on the hospitality vertical

• Develop and deliver customized sales presentations and product demonstrations, both by phone and via online demos.

• Develop and negotiate proposals and contracts

• Monitor and analyze sales metrics to identify opportunities for improvement and implement strategies to address them. Leverage data insights to accurately forecast sales activity and revenue achievements.

• Collaborate effectively and engage various pre/post-sales resources, including Sales Development Representatives, Account Managers, HR, and Executive Leadership

• Participate in industry events, conferences, and networking activities to build brand awareness and generate leads

• Provide regular feedback to the product development team based on customer insights to help refine our offerings

• Maintain detailed records of customer interactions and sales activities in Salesforce.

• Ensure customer satisfaction by managing and resolving any issues that arise during the sales process.

• Stay informed about competitor products and industry developments in the hospitality vertical to effectively position our solution in the market.

• Train and mentor SDRs and Associate AEs, sharing best practices and strategies for success.

What You'll Need

• BS/BA degree or equivalent experience.

• 1+ years of demonstrated success in an Account Executive or similar sales role, particularly in selling SaaS products to the hospitality industry. Additional experience selling SaaS/Fintech products to finance leaders or CFOs is highly desirable.

• Proven track record of consistently meeting or exceeding sales quotas, such as being in the top 10-20% or achieving President’s Club status in previous roles.

• Previous experience managing a Mid-Market semi-transactional sales cycle.

• Ability to build and maintain a robust sales pipeline through effective prospecting and lead generation efforts.

• Strong ability to develop and deliver customized sales presentations and product demonstrations via online platforms.

• Proven ability to develop and negotiate proposals and contracts.

• Strong analytical skills with the ability to accurately forecast sales activity and revenue achievements.

• Experience with Salesforce, HubSpot, and other sales automation tools.

• Ability to stay informed about competitor products and industry developments in the hospitality space.

• Eager to learn, quick to adapt, and versatile in handling multiple tasks in a fast-paced, growth-stage environment.

• Ability to travel roughly 10-20% of the time, including participation in industry events, conferences, and networking activities to build brand awareness and generate leads.

What We Value At Ottimate (formerly Plate IQ), we value a growth mindset and seek high-performing, creative individuals who dig into problems and see the opportunities for success.

• We value those who believe improvement is always possible. At Ottimate (formerly Plate IQ), everything is a work in progress – we see room for growth in all areas

• We emphasize an environment of teaching and learning to equip employees with the tools needed to be successful in their function within the company

• We strongly believe in the value of growing a diverse team and encourage people of all backgrounds, genders, ethnicities, abilities, and sexual orientations to apply

What You'll ReceiveWe care deeply about making Ottimate an incredible place to work and invest a significant amount of time and energy into creating and maintaining a company culture that provides our team with a generous level of support whilst inspiring them to do their best work. The specific benefits/perks we offer are continually evolving, but currently include:

• Compensation: $75K + OTE

• Work from home in an energetic remote-first environment that supports flexible working hours and understands work-life balance.

• Competitive salary based on skills & experience.

• Medical, Dental, Vision and other Company-Subsidized Benefits for you and your family.

• Employer sponsored 401(k) with company match.

• Paid Time Off (and the encouragement to use it).

• Annual company retreats.

• Promote from within philosophy.

Beyond the tangible benefits though:

• You will be part of a growing team, at a pinnacle moment of scale for the business, and experience the excitement of working in a startup where each action makes a huge difference.

• You will have the agency to solve difficult problems creatively, the freedom to explore work that inspires you, and infrastructure to ensure you're constantly challenged and developing.

• You will work with sharp, passionate teammates solving some of the most unique challenges and positioning our product as a premier finance automation solution.

• Our commitment to empowering a diverse and inclusive workforce, celebrating differences, and creating a safe space for our employees to bring their whole selves to work is second to none.

• We are transforming entire industries using innovative technology including Artificial Intelligence, Payment Tech, and Neural Networks.

• Our leaders lead with a people-first approach; inspiring excellence, nurturing ideas, and finding creative ways to eliminate obstacles for cultivating growth.

• We truly love what we do and who we do it with - and we think you will too!

Ottimate is an equal opportunity employer that is committed to diversity and inclusion. We do not discriminate based on race, color, national origin, religion, gender, gender expression, sexual orientation, age, veteran status, disability status, or marital status. If you are excited about the role but do not meet 100% of the qualifications listed above, we encourage you to apply. Nothing in this job posting should be construed as an offer or guarantee of employment.

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