VP of Sales

Job Description
Job Description
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