Account Executive, Enterprise (Restaurants)

ACCOUNT EXECUTIVE, ENTERPRISE (RESTAURANTS)

Location: Canada | Remote

Preferred: Ottawa, ON or Toronto, ON

Department: Direct Sales | Enterprise

Reports To: Lianne Bradley | Director Restaurant Sales [link for members]

Type: Permanent | Full-Time

Vacancy Status: This is an active, approved role and we are currently hiring for this position.

ABOUT the company

At the company, our mission is to safeguard what matters most. We provide businesses with the tools to know sooner and act faster by transforming video security into real-time operational insights.

Our cloud-based platform integrates seamlessly with your existing cameras and systems, turning them into intelligent sensors that detect and interpret key moments. This empowers teams to make data-driven decisions, enhance security, and improve operational efficiency.

Trusted by over 30,000 locations across 32+ countries - including brands like McDonald’s and JYSK - the company delivers clarity when it counts. Our solutions help businesses reduce shrink, optimize performance, and respond proactively to potential threats.

We're growing rapidly, earning industry recognition, and scaling with purpose. We’ve been recognized by Deloitte’s Fast 50™ and Fast 500™, Business Intelligence Group, and as one of Ottawa’s Best Places to Work. And we’re just getting started!

THE ROLE

We are seeking a dynamic and experienced Enterprise Account Executive to join our Restaurant team. The ideal candidate has a proven track record of acquiring and growing complex enterprise accounts, navigating multi-stakeholder buying processes, and consistently delivering results in competitive markets.

This person should bring demonstrated success selling complex enterprise solutions and ideally possess experience within the restaurant industry, including relationships with restaurant operators, franchise groups, or brand leaders. They excel at building executive-level relationships, developing strategic account plans, aligning cross-functional stakeholders, and navigating complex sales cycles involving operations, IT, finance, legal, and executive leadership teams.

As an Enterprise Account Executive at the company, you will play a key role in growing our restaurant vertical by acquiring and expanding strategic accounts, acting as a trusted advisor to customers, and helping restaurant organizations improve visibility, reduce risk, and operate more effectively at scale. You will also serve as a strategic voice for the market, bringing customer insights, industry trends, and enterprise best practices back to the company to help shape our go-to-market strategy and long-term growth.

WHAT YOU’LL DO

Business Development

• Identify and prioritize high-value enterprise opportunities within the restaurant industry, including QSR, fast casual, casual dining, franchisors, large franchisees, and multi-unit operators.

• Develop strategic account plans for target restaurant brands, ownership groups, and franchise portfolios.

• Identify repeatable patterns across enterprise accounts and contribute best practices that improve the company's sales motions, account planning processes, and go-to-market effectiveness.

• Build pipeline through outbound prospecting, referrals, industry events, franchise networks, and internal tools like ZoomInfo, HubSpot, Gong, and LinkedIn Sales Navigator.

• Represent the company at restaurant industry events, trade shows, conferences, and franchise meetings.

Sales Execution

• Own the full enterprise sales cycle from discovery and demo through pilot, procurement, negotiation, and close.

• Navigate complex restaurant buying committees, including owners, operators, executives, loss prevention, IT, finance, legal, and operations leaders.

Develop and execute mutual success plans, stakeholder alignment strategies, and close plans to drive complex enterprise opportunities to successful outcomes.

• Understand restaurant-specific challenges such as shrink, theft, employee safety, drive-thru operations, food safety, guest experience, margin pressure, and multi-location visibility.

• Build compelling business cases that clearly show the company’s ROI for restaurant operators and enterprise brands.

• Tailor the company’s value proposition to different restaurant stakeholders, from C-level executives to field operators.

Account Management

• Build trusted executive relationships with restaurant operators, franchise owners, brand leaders, and multi-unit executives.

• Act as a trusted advisor and strategic partner to customers by understanding their business, pain points, executive priorities, and long-term growth plans.

• Identify opportunities for expansion across additional locations, brands, regions, and ownership groups.

• Partner closely with Customer Success, Product, Marketing, and Implementation to ensure a strong customer experience.

• Drive upsell, cross-sell, and multi-location rollout opportunities within existing restaurant accounts.

Market Insights

• Stay informed on trends impacting restaurants, including labor challenges, margin pressure, loss prevention, technology adoption, off-premise ordering, and operational efficiency.

• Serve as a strategic voice for the restaurant vertical by identifying emerging trends, influencing cross-functional priorities, and helping shape the company’s long-term growth strategy within the industry.

• Maintain a strong understanding of restaurant technology ecosystems, including POS, video security, payments, workforce tools, and operational platforms.

WHAT YOU BRING

Restaurant Industry Expertise

• Experience selling into restaurants, ideally across QSR, fast casual, casual dining, or multi-unit franchise environments.

• Strong understanding of franchise models, multi-unit operations, and how restaurant buying decisions are made.

Enterprise Sales Experience

• 5+ years of success in B2B enterprise sales, preferably in SaaS, restaurant technology, security, POS, payments, loss prevention, or operations technology.

• Proven track record of exceeding quota and closing complex, multi-stakeholder deals.

• Experience managing long sales cycles, pilots, procurement, legal review, and executive negotiations.

• Ability to build strategic account plans and move large opportunities from prospecting to close.

Relationship Builder

• Strong existing network within the restaurant industry.

• Confident building trust with C-level executives, owners, operators, and functional leaders.

• Skilled at turning relationships into qualified opportunities and long-term account growth.

• Comfortable using industry events, referrals, and partner relationships to create momentum.

Strategic & Commercially Minded

• Strong ability to identify high-potential accounts and understand where buying power sits.

• Comfortable navigating franchisor, franchisee, corporate, and private-equity-backed restaurant structures.

• Skilled at building ROI-driven business cases and aligning the company to customer priorities.

• Disciplined in qualification, forecasting, follow-up, and deal management.

Driven & Accountable

• Competitive, self-motivated, and energized by building new business.

• Consistent high performer with a desire to be at the top of the leaderboard.

• Comfortable with travel for customer meetings, industry events, and strategic deal support.

• Coachable, collaborative, and committed to continuous improvement.

• Share industry expertise, enterprise selling strategies, and market insights with peers to strengthen team performance and contribute to the success of the broader sales organization.

Tool-Enabled & Process-Savvy

• Uses data, call review, account research, AI-powered tools, and sales process to continuously improve performance and effectiveness.

• Experience using tools like SalesForce, Gong, ZoomInfo, LinkedIn Sales Navigator, and sales enablement platforms.

• Strong pipeline hygiene, accurate forecasting, and clear next-step discipline.

• Uses data, call review, account research, and sales process to improve performance.

NICE TO HAVE

• Experience selling to large franchisee groups or multi-brand restaurant operators.

• Existing relationships with QSR, fast casual, or casual dining brands.

• Experience selling security, video, POS, payments, loss prevention, workforce management, or operations technology.

• Familiarity with restaurant conferences, associations, franchise groups, or industry events.

• Experience selling into organizations with hundreds or thousands of locations.

TARGET CRUSHER

• You don’t just meet goals — you aim for President’s Club every year.

• You are motivated by winning, energized by strategic enterprise sales, and excited by the opportunity to help the company become the leading video intelligence platform for the restaurant industry.

SECURITY REQUIREMENTS

• Candidates must undergo a criminal records check upon hire;

• Be a Canadian Citizen (dual citizens included), or eligible to work in Canada;

• Be willing to comply with the company’s own security policies and standards.

OUR VALUES

We do things the company way

• Act with URGENCY – Our customers move fast, so we do too.

• Deliver with QUALITY – We sweat the details and hold a high bar.

• Win with TEAM – No egos. Just outcomes, built together.

• Lead with TRUST – We earn it through clarity, consistency, and care.

These aren’t just words—they shape how we hire, lead, and grow.

WHY the company?

We’re not just building tech - we’re building a place where great people do great work.

• Clarity and trust: Where the role allows, we support flexibility in how and where work gets done - and we’re upfront about what’s required.

• Meaningful equity: Every full-time, permanent employee has a stake in our growth.

• Comprehensive benefits: Fully paid health & dental (no waiting period) + $500 health spending account.

• Wellness support: Monthly reimbursement for fitness, wellness, or mental health programs.

• Growth through merit: Advancement is based on contribution, initiative, and the ability to raise the bar - together.

• Candid culture: Clear expectations, honest feedback, and no politics.

• Social connection: From So-learns to the company-o and So-lunches, we stay connected in ways that actually feel fun.

WHAT TO EXPECT FROM THE HIRING PROCESS

We respect your time and value transparency. Here’s a general idea of what to expect:

• Intro Call with our Talent Team (45 minutes)

• Interview with the Hiring Manager (45 minutes)

• Final Presentation with Senior Leadership (60 minutes)

• Reference Checks

• Offer & Onboarding 🎉

PLEASE NOTE: THIS IS SUBJECT TO CHANGE AT ANY POINT IN THE RECRUITMENT PROCESS BASED ON THE NEEDS OF THE BUSINESS.

HOW TO APPLY

Submit your resume and a short cover letter via our [Careers Page [link for members] Let us know what excites you about this role, and how you’d help move the company forward.

NOTICE: the company USES ARTIFICIAL INTELLIGENCE (AI) TO SCREEN, ASSESS, AND/OR SELECT CANDIDATES FOR THIS POSITION.

The company IS AN EQUAL OPPORTUNITY EMPLOYER. WE’RE COMMITTED TO BUILDING A DIVERSE AND INCLUSIVE WORKPLACE. IF YOU REQUIRE ACCOMMODATION DURING THE SELECTION PROCESS, PLEASE LET US KNOW.