Passionate about helping restaurants thrive? So are we.

At MarginEdge, our mission is to empower restaurants with the tools and insights they need to run a more profitable, efficient business. Our innovative platform helps operators streamline their back-office operations, control food costs, and unlock actionable data that fuels growth.

We’re growing quickly and looking for a driven Mid-Market Account Executive (MMAE) to join our team. As a foundational hire on our expanding sales team, you’ll have the opportunity to make a significant impact, building relationships with multi-location restaurant brands across North America.

As part of this newly formed team, your success will come from your ability to adapt quickly, experiment boldly, and help shape how we go to market. You love the challenge of complex sales cycles and know how to engage multiple decision-makers with confidence. We’re excited to add a driven seller with a proven track record in technology sales who’s ready to build something great from the ground up.

From prospecting to closing—and everything in between—this role is yours to own. You’ll engage mid-market restaurant executives to demonstrate how MarginEdge can transform their business, while partnering closely with Customer Success to ensure long-term satisfaction and growth.

If you’re motivated by solving complex challenges and love the restaurant industry, we’d love to meet you.

We are an Arlington, Virginia / DC-based company and we are looking for new members for our new Mid Market division. Strong preference will be given to candidates in metro Washington DC, but we'd love to speak to candidates based in all major cities across the country.

If you are in metro DC we’d love to have you in a hybrid position, coming into our office as you like. Cool office, people you’ll enjoy being around, free lunch on Tuesdays and Thursdays, snacks etc!

MarginEdge: Where hospitality meets technology

As a team built by former (and current!) restaurant operators, our mission is to bring operators the same energy, attention to detail, and passion that they bring to their guests. Our culture is deeply rooted in service, partially because that’s where so many of our team come from (including everyone on our Business Development team), but also because we believe it is just the right way to run a business. We design our software with profound empathy for the complexity of running a restaurant, and the goal of making the magic just a little easier for operators by taking the complex (read: very annoying) back office tasks off their plate, while empowering them with real-time data.

Our founders share a deep history in both owning and operating restaurants and in building successful tech companies. We are venture-backed and serve 10,000+ restaurants across the US and Canada.

We enable restaurants to make magic while knowing we are doing the same for them.

We have the utmost respect for our clients and because of this, we are unable to hire their current employees.

What type of responsibilities will I have?

• Own your territory: Identify, engage, and develop new opportunities with multi-unit restaurant groups.

• Manage the full sales cycle: Prospect, qualify, present, negotiate, and close new business.

• Become an expert: Master MarginEdge’s platform and effectively communicate its value to executive decision-makers.

• Tailor your approach: Adapt recommendations to fit each client’s unique needs and priorities.

• Collaborate: Work hand in hand with Customer Success to ensure a smooth onboarding experience and ongoing client success.

• Exceed your goals: Consistently meet and surpass quarterly sales targets.

• Travel: Be ready to meet clients face-to-face approximately 20% of the time.

• Gather feedback: Capture customer insights and share them with the team to help inform product improvements.

What qualifications or skills are required?

• 5+ years of sales experience, including at least 2 years owning complex sales cycles from prospecting to close.
• A proven track record of closing enterprise deals with ACVs of $200K+ and multiple executive-level stakeholders.
• Strong consultative selling skills with the ability to build trust and credibility across C-suite decision-makers and influencers.
• Proactively create demand and build your own book of business.
• Excellent communication, presentation, and negotiation chops—you know how to tell a story that resonates.
• Respect for process, personalization, and relevance in every interaction.
• A genuine love for restaurants—not just dining in them, but helping them thrive.
• A collaborative mindset. We really mean it when we say, “We win together.”

Nice to Haves:

• The best storytellers have lived the problem they are trying to help people solve! Experience in hospitality technology sales as an Account Executive, with a track record of self-sourced pipeline and closed deals.

• Familiarity with MEDDIC, MEDDPICC, Challenger Sale, or Sandler—frameworks that help you navigate complexity and keep deals moving.

• You’ve made the jump from restaurant operations to sales and appreciate the joy of working hard—during traditional business hours. Background as a full-service restaurant GM or AGM (with bonus points if you’ve led teams in multi-unit national or regional brands).

• A knack for professional, clear writing (we may ask for a sample).

• Hands-on experience with Salesforce, Outreach, or similar CRM tools to keep yourself organized and proactive.

• A natural curiosity—you’re always learning, iterating, and finding ways to level up your craft.

• A hobby or passion you love outside of work (we like well-rounded humans).

What’s it like to work for MarginEdge?

Imagine the fun of a great restaurant - surrounded by a team of people (including some that you help to manage!) who care about hospitality, care about quality, and care about each other - then subtract the long nights, weekends, drunk customers at the bar...et voila, MarginEdge!

We work hard, we work fast and we fuel our work with a commitment of transparency from leadership, straight talk and trust between teams. We believe that the best people do their best work when they feel empowered - so whether you are remote or in our office (likely eating a catered lunch from our clients in our baller, brand new penthouse HQ in Ballston) you get to work with your manager to call your shot on what works best for you. Did we mention it has a full commercial kitchen and is walking distance (covered walking, that is) from the metro?

Benefits (Shut the Front Door, They are Amazing)
In order to fuel this rocket ship, we need to build a team as passionate about our work and product as we are. We believe that top talent (that’s you!) should feel deeply connected to their work, appreciated for the time they give to building our organization and have the balance necessary to give their best during work hours and all those after-hours too. We do this by offering a suite of kick ass benefits not only to be competitive and catch the eye of super smart people (that’s you again!) but also provide the foundation for a career you love and a life outside of work you love just as much.

• Unlimited Paid Time Off (and we mean it, we encourage your healthy work life balance!)
• Medical, Dental, Vision, and Short/Long-Term Disability Insurance (preventative care for the win)
• Health Savings Account with employer match (dependent upon your medical plan selection)
• Commuter benefits with employer contribution (excluding limos and helos - for now)
• Generous Life Insurance Plan
• Short- and Long-term Disability
• Company-Paid Holidays
• 401(k) and matching
• Stock Options to buy into everything we are doing to support this industry
• 12-week fully Paid Parental Leave
• Lunch catered twice a week at our HQ in Arlington (we exclusively cater from our clients, too!
• A wellness program that sponsors healthy activities such as step challenges and provides discounts to gyms and fitness classes.

Check out our 100% “Recommend to a Friend” rating from anonymous employee reviews on Glassdoor.

Oh, and our recognition in the Washington Post as a top small businesses to work for in 2021, 2022, 2023 and 2024!

And most important, what our customers think about our work on Capterra and G2 Crowd.

Our Fine Print is Bold: We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran, marital, disability status or any other characteristic protected by law. You be you. While we are proudest of our commitment to exceptional culture and creating a truly excellent work environment, we see our benefits as an extension of that belief. Our benefits package is designed to be exceptionally competitive and a reflection of our commitment to a best-in-class workplace for all.