Account Executive – Mid Market (Northeast)

Job Description

Tripleseat is the leading web-based event management and sales platform designed for restaurants, hotels, and unique venues. Our mission is to simplify and streamline the event planning process, allowing our clients to focus on delivering exceptional customer experiences. We pride ourselves on fostering a collaborative, innovative work environment that encourages growth and development.

The Account Executive – Mid-Market is a remote, quota-carrying sales role focused on driving revenue by landing and expanding multi-location hospitality groups (5–19 locations). This role requires a strategic, consultative seller who excels in full-cycle deal execution—from outbound prospecting through discovery, demo, close, and post-sale expansion. 

Please note: this territory covers the Northeast and requires someone to reside in the Northeast.

Using SPIN Selling, the AE will conduct deep, insight-led discovery conversations, tailor product demonstrations, and manage complex, multi-threaded sales processes. Success in this role hinges on the ability to translate executive stakeholders’ event-revenue goals into a compelling business case for Tripleseat, negotiate multi-module agreements, and drive long-term account growth.

This role is a key contributor to Tripleseat’s mid-market growth strategy and will work cross-functionally with Product, Marketing, Payments, and Customer Success teams to deliver customer value, drive account expansion, and ensure ongoing satisfaction.

Location: This position is open to remote candidates eligible to work in the United States. Please note: This role requires a west coast location.

Travel Expectations: The ideal candidate will complete onboarding at our Concord, MA office. 20-25%% travel to customer locations will be required, with occasional travel for company events and training.

Core Responsibilities

New Business Acquisition

• Target and prospect mid-market hospitality groups (5–19 locations) using ZoomInfo, Outreach, LinkedIn Sales Navigator, and Brizo.
• Consistently book a minimum of 3 new first meetings per week.
• Maintain a qualified pipeline at 3× sales quota and execute disciplined pipeline management and forecasting.
• Conduct strategic outreach and follow-up to generate new opportunities within assigned territory.

Consultative Sales Execution

• Conduct structured SPIN Selling discovery to uncover Situation, Problem, Implication, and Need-Payoff dynamics.
• Quantify the business impact of customer challenges and connect them directly to Tripleseat’s value proposition.
• Deliver highly tailored product demonstrations that align to multi-location operational needs.
• Manage complex, multi-stakeholder deals across multiple locations and departments. 

Account Growth & Expansion

• Own strategic growth within assigned customer portfolio by identifying upsell and cross-sell opportunities.
• Conduct quarterly business reviews (QBRs), build joint success plans, and collaborate cross-functionally to drive expansion ARR.
• Serve as the commercial point of contact to ensure long-term customer satisfaction and value realization.

Sales Process & Forecasting

• Maintain accurate, up-to-date opportunity data in Salesforce and other internal systems.
• Forecast revenue accurately and adhere to stage-based sales methodology and qualification rigor.
• Monitor competitive trends and industry developments to inform prospecting, positioning, and deal strategy.

Knowledge, Skills, and Abilities

• Strong understanding of consultative and insight-led sales approaches.
• Ability to sell to executive stakeholders and translate business challenges into SaaS solutions.
• Highly organized and proactive; able to independently manage multiple deals and sales cycles in a remote environment.
• Excellent written and verbal communication skills with an ability to convey technical and strategic concepts clearly.
• Collaborative team player who thrives in cross-functional environments.

Preferred Experience

• 3–5 years of quota-carrying SaaS sales experience, including 2+ years focused on mid-market or multi-location hospitality accounts.
• Proven success managing multi-threaded sales cycles with executive and departmental stakeholders.
• Deep experience with SPIN Selling or similar consultative frameworks—particularly discovery, problem quantification, and need-based solutioning.
• History of negotiating multi-module, multi-year SaaS contracts aligned to customer business outcomes.
• Demonstrated ability to execute land-and-expand sales strategies, including QBRs and upsell/cross-sell motions.
• Proficiency with Salesforce, ZoomInfo, Outreach, LinkedIn Sales Navigator, and other modern sales tech stack components.
• Background in hospitality operations (e.g., restaurants, hotels, event venues) is highly preferred.
• Conduct strategic outreach and follow-up to generate new opportunities within assigned territory.
• Manage complex, multi-stakeholder deals across multiple locations and departments.

Tripleseat truly values its employees and places a high emphasis on their well-being and happiness. We understand that our people are the driving force behind its success and strive to create a positive and supportive work environment. We love what we do and who we get to do it with! Here are some of the awesome benefits that Tripleseat offers to its employees:

• Competitive Medical, Dental, and Vision Insurance: Tripleseat provides its employees with comprehensive medical, dental, and vision insurance coverage, ensuring that their health and well-being are taken care of.

• Company Paid Life Insurance, Short- and Long-Term Disability Plans: Tripleseat takes care of its employees by providing them with life insurance coverage, as well as short and long-term disability plans to protect them in case of unforeseen circumstances.

• 401(k) with Company Match: Tripleseat offers a 401(k) retirement plan to its employees, and also provides a company match, helping employees save for their future and plan for retirement.

• Parental Leave: Tripleseat understands the importance of work-life balance and offers parental leave to employees who become parents through birth, adoption, or foster care, allowing them to bond with their new family members without worrying about their job security.

• Flexible Paid Time Off: Tripleseat believes in the importance of work-life harmony and offers flexible paid time off to its employees, giving them the flexibility to take time off when needed and maintain a healthy work-life balance.

• Pet Insurance: Tripleseat recognizes the importance of pets in employees’ lives and offers pet insurance to help them take care of their furry friends and ensure their well-being.

At Tripleseat, we place a high value on our employees’ well-being and happiness, recognizing that they are the driving force behind our success. We are committed to fostering a positive and supportive work environment. We take pride in our work and the collaborative spirit of our team We are proud to be an equal-opportunity employer, not discriminating based on race, color, ethnicity, ancestry, religion, sex, national origin, sexual orientation, age, citizenship status, marital status, disability, gender identity, gender expression, veteran status, or genetic information. We are dedicated to fostering a culture of inclusion, diversity, and equity. Tripleseat empowers all team members to realize their full potential. Everyone Valued – Everyone Included.