Account Executive, Los Angeles

**Account Executive** ===================== Remote, with occasional on site office visits and team events · Full\-Time · Reports to Regional Sales Manager **ABOUT AIO:** AIO is building the AI\-native operating system for the restaurant industry — purpose\-built software and hardware that replaces the fragmented, legacy systems operators have been forced to manage for decades. We move fast, operate lean, and hold ourselves to a high standard. **THE ROLE:** Los Angeles is one of the densest and most diverse restaurant markets in the country — over 30,000 locations across neighborhoods that operate like entirely different worlds. As an Account Executive covering the LA market, you own your territory from first conversation to closed deal, and you stay close through installation and onboarding to make sure operators actually get value. This is a remote role, but it is field\-intensive in practice. You will spend significant time on the ground in your territory — in dining rooms before the lunch rush, in parking lots after a close, and in the follow\-up that most reps skip. You set your own schedule, but the expectation is that you are in front of operators regularly. SDRs will feed you qualified appointments, but the AE who wins this market generates their own pipeline and knows their neighborhoods as well as the operators do. The operators you will sell to range from multi\-unit independent owners running locations in Koreatown to fast\-casual concepts scaling across the Westside to ghost kitchen operators managing volume through delivery platforms. What they share: they are time\-poor, burdened by California's labor costs and compliance requirements, heavily dependent on third\-party delivery platforms eating into their margins, and deeply skeptical of technology vendors who have overpromised before. Your job is to earn their trust quickly, speak to their actual problems, and show them how AIO solves what they deal with every day. **CORE RESPONSIBILITIES:** **Territory Ownership \& Pipeline Generation** * Own your assigned LA territory — whether that is the Eastside, South Bay, San Fernando Valley, or the corridors in between — know your accounts, know your neighborhoods, and build a systematic plan to cover them * Generate pipeline independently through outbound prospecting: calls, in\-person visits to restaurant locations, and direct outreach to owners and operators — walking into a restaurant and asking for the owner is a core part of this job, even from a remote base * Work closely with your assigned SDRs to maximise qualified appointment flow; provide clear feedback on lead quality and help sharpen targeting for the LA market specifically * Maintain pipeline at 3x quota coverage at all times; flag gaps early and close them through your own activity * Build relationships across LA's operator communities — independent multi\-unit owners, ghost kitchen operators, fast\-casual concepts, and ethnic fo