Sales Director – Mid Market

This is a fully remote position, open to applicants in Texas.

📋 Description

• Take charge of acquiring new-logo revenue within regional and emerging restaurant groups, typically comprising 10 to 100 locations.

• Discover potential accounts, develop the business case, finalize deals, and support accounts through a successful launch.

• Establish and sustain a qualified mid-market pipeline at a ratio of 3–4 times the quota.

• Achieve or surpass new-logo revenue objectives.

• Initiate referenceable mid-market customers and document outcomes related to revenue, table turns, or guest return rates.

• Develop a repeatable mid-market sales playbook that includes an ideal customer profile, discovery process, ROI model, and pilot criteria.

• Identify and systematically engage decision-makers and C-level executives in the mid-market space.

• Source, qualify, and finalize new mid-market restaurant groups while managing the pipeline, forecasts, and bookings.

• Conduct discovery to identify gaps in guest experience and revenue, linking Ziosk solutions to relevant KPIs.

• Create ROI models utilizing company performance data and prospect figures; present these to owners, COOs, CFOs, and marketing leaders.

• Define success criteria for pilot programs, lead these pilots to definitive results, and transition them into full implementations.

• Coordinate with operations, marketing, IT, and finance stakeholders.

• Negotiate pricing, terms, and contracts in collaboration with legal and sales leadership.

• Transform wins into referenceable customers, case studies, and data demonstrating results.

• Provide market insights regarding positioning, competition, pricing, and ideal customer profiles to enhance mid-market strategy.

• Report directly to the SVP of Mid Market Sales.

⛳️ Requirements

• A minimum of 8 years in B2B software or platform sales, with at least 5 years focused on closing new logos as an individual contributor.

• Proven track record of meeting or exceeding quotas, with a capacity to articulate the numbers.

• Experience engaging with restaurant or hospitality operators, including owners, COOs, and VPs of Operations or Marketing.

• Background in selling based on business outcomes such as revenue growth, guest engagement, or labor efficiency.

• Proficiency in building ROI models and business cases, with the ability to defend them to a CFO.

• Proven experience in closing deals involving multiple stakeholders within sales cycles lasting approximately 3 to 9 months.

• Willingness to travel approximately 30–40% for client meetings, pilot programs, trade shows, and industry events.

• Preferred experience in selling restaurant technology related to guest engagement, loyalty, ordering, payments, or POS.

• Experience as an early or founding seller in a new segment is preferred.

• Familiarity with a CRM; HubSpot is preferred.

• A disciplined approach to forecasting is preferred.

• Must be eligible to work in the U.S.

• No agencies or third-party recruiters.

🏝️ Benefits

• Competitive benefits and compensation package.

• Remote work arrangement as indicated by the role title.

• Equal Opportunity employer.