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Role Description

Kea AI is redefining the way restaurants talk to their customers. We're building cutting-edge Voice AI that helps restaurant businesses manage inbound calls with powerful automation and human-like understanding.

We're looking for a strategic, consultative closer with a Mid-market focus who can bring Kea to multi-unit restaurant businesses.

What You'll Own

• Full-Cycle Sales Execution:
  • Prospect, qualify, run discovery, deliver demos, and close net-new restaurant groups from first touch to signed contract.
  • Manage a pipeline of multi-location restaurant brands (10–100 locations), targeting operators, technology leaders, and C-level buyers.
  • Execute both land-and-expand strategies: winning new markets while growing revenue within existing accounts across multiple stakeholders and locations.
• Strategic, Consultative Selling:
  • Lead discovery conversations that uncover pain points around call volume, labor costs, order accuracy, and customer experience.
  • Deliver tailored product walkthroughs, business cases, and ROI modeling that connect Kea's value to real operational and financial outcomes.
  • Navigate complex technical conversations around API-driven solutions and platform integrations (e.g., Olo, Toast, Square).
• Cross-Functional Collaboration:
  • Coordinate closely with implementation, product, and customer success teams to ensure seamless onboarding and set realistic customer expectations.
  • Provide feedback to leadership and product teams on market trends, competitive positioning, objections, and opportunities to strengthen our GTM motion.
• Pipeline Discipline & Forecasting:
  • Maintain clean CRM hygiene and accurate forecasting to drive predictable revenue growth.
  • Build pipeline through outbound prospecting, industry events, referrals, and targeted campaigns.
• 0→1 Playbook Building:
  • Help shape Kea's initial sales playbook and go-to-market strategy as we scale from early traction to repeatable growth.
  • Bring energy, curiosity, and strategic thinking to a fast-moving, high-impact environment.

What Success Looks Like:

• Meeting or exceeding an individual quota focused on net-new business acquisition.
• Developing a predictable, healthy pipeline through disciplined outbound, events, referrals, and targeted campaigns.
• Landing multi-unit restaurant chains that adopt Kea across locations and expand usage over time.
• Owning the room in customer conversations, building trust, uncovering needs, and positioning Kea as a strategic partner.
• Contributing meaningfully to Kea's evolving sales strategy and market positioning.

Qualifications

• 5+ years of quota-carrying SaaS sales experience, ideally in restaurant tech, hospitality tech, POS, payments, CX automation, or adjacent verticals.
• Proven success closing mid-market or commercial deals with multi-stakeholder buying groups.
• Demonstrated ability to execute land-and-expand strategies, growing accounts across decision-makers and geographies.
• Strong consultative selling discipline: you run discovery like a pro, demo value (not features), and build compelling business cases.
• Experience in a 0 to 1 or early-stage environment, helping shape go-to-market strategy and initial sales playbooks.
• Deep understanding of the restaurant industry landscape, the operations, pain points, and decision-making structures.
• Comfortable with frequent travel to meet customers, close deals, and represent Kea at industry events.
• Tenacity, curiosity, energy, and confidence, you own the room and genuinely care about solving customer problems.

Nice-to-Haves

• Experience navigating complex integrations, APIs, or technical solutions in a sales context.
• Previously worked in a restaurant before moving into SaaS sales.
• Sold for companies we admire (e.g., Toast, Olo, SevenRooms, MarginEdge, or similar restaurant tech players).
• Existing relationships in the restaurant tech or QSR/fast-casual ecosystem.

The Intangibles

• If we can't imagine buying from you, we can't move forward. You need to be someone operators trust, respect, and want to work with.

Benefits

• Shape the playbook: You're not inheriting a rigid process, you're building it alongside our leadership team.
• Own your impact: Your deals directly fuel our growth. No bureaucracy, just results.
• Work with a product customers love: Kea works, and restaurant operators know it.
• Get in early: Join a fast-growing company where your voice matters and your success accelerates your career.
• Competitive compensation: Base + commission structure designed to reward high performers, plus benefits.