VP of Sales

Cross-Functional Collaboration Lead cross-functional, internal and client teams to align on client priorities, KPIs, and deployment milestones —ensuring a smooth transition from sale to successful implementation. Lead, coach, and develop the sales organization —including Enterprise Sales Directors and Mid-Market Sales Directors —building a culture of accountability, urgency, and performance excellence.

Responsibilities

Sales Leadership & Strategy

• Own and drive overall sales strategy, annual revenue targets, and go-to-market execution across enterprise and mid-market accounts
• Lead, coach, and develop the sales organization —including Enterprise Sales Directors and Mid-Market Sales Directors —building a culture of accountability, urgency, and performance excellence
• Set and manage team quotas, territory design, and compensation structures that motivate top performance and align with company growth goals
• Establish a disciplined sales process including pipeline management, forecasting, and deal inspection to deliver predictable, consistent revenue
• Serve as a player-coach on largest and most strategic deals, actively supporting the team on complex opportunities with enterprise clients

Enterprise & Mid-Market Growth

• Lead new business hunting across enterprise and mid-market groups, identifying and pursuing high-value prospects
• Drive the full sales cycle —from discovery and business case development through contract negotiation and close —in partnership with your team
• Discover client needs, challenges, and opportunities, mapping those back to platform solutions, value, and ROI
• Build and maintain C-suite and VP-level relationships with restaurant operators across operations, marketing, IT, and finance
• Operate as a trusted strategic partner within client organizations, not just a vendor
• Identify and drive expansion opportunities within existing accounts, deepening platform adoption and growing contract value

Cross-Functional Collaboration

• Lead cross-functional, internal and client teams to align on client priorities, KPIs, and deployment milestones —ensuring a smooth transition from sale to successful implementation
• Partner with Marketing on demand generation strategy, messaging, and pipeline quality for restaurant operator buyers
• Collaborate with Product on roadmap input and competitive positioning, serving as the voice of the customer and the field
• Work closely with Customer Success to create referenceable accounts and drive long-term client retention and satisfaction
• Provide ongoing feedback on market trends, competitive intelligence, and client insights to inform strategy

Sales Operations & Performance

• Build and enforce operational rigor across the team: CRM hygiene (Salesforce), pipeline coverage standards, stage-progression criteria, and weekly forecast accuracy
• Define and track KPIs that give leadership clear visibility into team performance and revenue health
• Establish scalable onboarding, training, and coaching frameworks that continuously elevate seller capability
• Represent the company at key industry events and tradeshows

Qualifications

• Minimum 10+ years of experience in B2B SaaS or technology platform sales, with at least 5 years in a sales leadership role managing teams of Account Executives or Sales Directors
• Restaurant, hospitality, or technology sales experience with industry contacts required —you must understand the restaurant operator buyer and their world
• Proven track record of building and leading high-performing sales teams to consistently exceed revenue targets in a competitive market
• Experience managing both enterprise and mid-market sales motions simultaneously, with the ability to coach sellers across different deal sizes and sales cycles
• Consistent history of developing pipeline and closing deals through a disciplined, structured sales process
• Experience creating impactful business cases that attach platform capabilities and ROI to client strategies —and coaching your team to do the same
• Experienced understanding of guest data, customer data platforms (CDP), loyalty engagement, and digital hospitality solutions —with the ability to connect the platform to a restaurant operator’s strategic objectives
• Strong technical, business, and strategic selling acumen —you can engage across operations, IT, finance, and the C-suite with equal credibility
• Clear, effective, and persuasive communicator —in person, on the phone, and on video
• Highly skilled relationship builder capable of earning trust quickly and maintaining it over the long term
• Must be willing and able to travel nationally for client meetings, team summits, tradeshows, and industry events