Eric Machado

• Drive net-new ARR by selling accounting and back-office SaaS solutions to multi-brand, multi-location National QSR operators.
• Quickly ramped into the National QSR segment, developing expertise in complex, multi-entity restaurant organizations.
• Applied MEDDICC qualification to identify economic buyers, define success metrics, and validate decision criteria, improving forecast accuracy and deal progression.
• Consistently close high-value deals averaging $50K+ ARR, engaging C-suite and senior executives across finance and operations.
• Navigate long, multi-stakeholder sales cycles while collaborating cross-functionally with Sales Engineering, Customer Success, and Account Management to ensure seamless handoffs and strong client satisfaction.

Performance Highlights:

• 2023: $42,500 ARR closed | 102% quota attainment (3-month ramp period)
• 2024: $32,600 ARR closed | 92% quota attainment
• 2025: $43,100 ARR closed | 103% quota attainment

• Owned a territory of 800+ independent restaurants, managing the full sales cycle from outbound prospecting through close.
• Developed and executed a data-driven sales strategy based on market research and buying trends, increasing engagement and pipeline quality.
• Utilized consultative and Challenger-based discovery to uncover operational gaps and tailor POS and payments solutions to each restaurant’s growth stage.
• Delivered customized product demonstrations aligned to each restaurant’s operational and payment needs.
• Expanded Toast’s footprint in a competitive market, driving measurable territory growth.

Performance Highlights:

• 2022: $48,000 ARR quota | 89% quota attainment
• Drove a 10% increase in territory sales year over year

• Sold restaurant-specific back-office and financial management solutions, including accounting, inventory controls, payroll, compliance, and enterprise POS reporting.
• Quantified business impact by tying solutions to cost controls, unit-level profitability, and financial visibility, strengthening executive alignment and accelerating consensus across stakeholders.
• Conducted consultative, needs-based product demonstrations that increased close rates and long-term client retention.
• Built and expanded territories across Chicago and Milwaukee, generating $1M+ in net-new revenue.

Performance Highlights:

• 2019: $36,000 ARR quota | 87% attainment
• 2020: $38,000 ARR quota | 93% attainment
• 2021: $48,000 ARR quota | 106% attainment (paced prior to departure)

• Expanded brand presence by selling specialty coffee and food products to restaurants and retailers.
• Drove deal momentum by proactively managing decision processes, legal/procurement timelines, and competitive displacement in complex sales cycles.
• Opened 50+ new retail accounts in 7 months through aggressive prospecting and relationship building.
• Exceeded annual quota by 100% in year one, significantly contributing to regional revenue growth.