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Role Description

This role offers the opportunity to lead and scale a high-performing sales organization focused on retail and restaurant brands. As Sales Director, you will drive revenue growth across the mid-market segment, leading a team of Account Executives to deliver measurable results. You will act as a strategic partner, coaching your team on advanced sales methodologies, ensuring accurate forecasting, and directly participating in key deals. This position requires balancing hands-on sales leadership with strategic oversight, optimizing pipeline performance, and helping brands leverage insights for site selection, competitive benchmarking, and marketing optimization. You will thrive in a fast-paced, high-growth environment where data-driven decision-making and innovative approaches are essential. The role also offers the chance to shape team culture, foster professional development, and influence organizational sales strategy.

• Lead, mentor, and scale a team of 6–8 Account Executives, fostering a culture of high performance, ownership, and continuous learning.
• Own the revenue segment, managing the full sales cycle from pipeline generation to closing mid-market contracts.
• Coach the team on advanced sales methodologies (e.g., MEDDICC) to improve deal strategy, qualification, and execution.
• Actively participate in discovery calls, demos, and deal negotiations to maximize client ROI and drive adoption of solutions.
• Collaborate with marketing and cross-functional leadership to refine mid-market sales playbooks and segment targeting.
• Provide accurate forecasting and performance insights to senior leadership, leveraging data-driven signals.

Qualifications

• 8+ years of experience in B2B SaaS sales, with at least 3 years in sales management or leadership roles.
• Deep understanding of the retail and restaurant industry, including scaling brands from 30 to 100 locations.
• Expertise in sales process design, pipeline management, and advanced sales methodologies (MEDDICC mastery required).
• Strong analytical skills to translate complex data into actionable business insights and compelling ROI cases.
• Proven track record of leading teams to consistently exceed quotas and revenue targets.
• Proficiency with Salesforce, Gong, or similar CRM and sales enablement tools.
• Ability to thrive in a fast-paced, high-growth, and rapidly evolving environment.
• Willingness to travel approximately 20% of the time for key conferences and industry events.

Benefits

• Competitive base salary ($130,000–$145,000 USD) with potential for sales-based commissions.
• Comprehensive healthcare coverage including medical, dental, and vision plans.
• 401(k) retirement plan and potential equity awards.
• Fully remote work environment with flexibility to balance personal and professional priorities.
• Opportunities for professional development and leadership growth.
• Collaborative culture focused on innovation, high performance, and team success.