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VP of Sales

HumCap

Plano, TX

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JOB DETAILS
SKILLS
Business Case, Business Strategy, Business-to-Business (B2B), Channel Strategies, Coaching, Communication Skills, Competitive Analysis/Strategy, Contract Negotiation, Cross-Functional, Customer Relationship Management (CRM), Customer Retention/Renewal, Customer Satisfaction, Customer/Client Research, Demand Generation, Enterprise Sales, Exceeded Sales Goal, Finance, Forecasting, Hunting, Leadership, Market Trend Analysis, Marketing, Onboarding, Performance Metrics, Persuasion Skills, Process Management, Product Planning, Product Positioning, Purchasing/Procurement, Restaurant, Return on Investment (ROI), Revenue Growth, Revenue Planning, Sales, Sales Closing Skills, Sales Cycle, Sales Management, Sales Operations, Sales Pipeline, Sales Strategy, Salesforce.com, Software as a Service (SaaS), Team Lead/Manager, Technology Sales, Trade Shows, Willing to Travel
LOCATION
Plano, TX
POSTED
1 day ago
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

About the Company

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HumCap