About the RoleWe are hiring a territory-based Regional Account Executive to drive new customer acquisition across restaurants and higher education within a defined region. This is a primarily inside sales role, with strategic field travel (approximately 25%) for high-value meetings, site qualification, and deal advancement. You will be responsible for sourcing, qualifying, and closing new business. This role does not own post-sale account management, as our dedicated Account Management team is responsible for that.
If you thrive in a high-activity environment, enjoy building pipeline, and want ownership of a defined territory with meaningful revenue targets, this role is for you.
What You'll OwnNew Business Development (Primary Focus)- Prospect and engage restaurants (single & multi-unit) and higher education dining operators within your assigned territory
- Identify and prioritize high-traffic locations aligned to our Ideal Customer Profile
- Connect with key decision-makers (Food Service Directors, Directors of Retail, Owners, Franchise Operators, Multi-Unit Operators)
- Conduct discovery calls, virtual demos, and in-person meetings
- Build and manage a healthy, qualified pipeline to consistently achieve quota
- Close new machine placements that meet defined financial and operational criteria
Territory Management (Hybrid Model)- Work primarily remotely using outbound calling, email, and virtual meetings
- Travel into your territory (~25%) to:
- Conduct site visits and qualification
- Advance late-stage deals
- Secure executive alignment and close net-new business opportunities
Deal Execution- Own the sales cycle from first touch through signed agreement
- Secure installation dates in partnership with internal teams
- Ensure sites meet qualification standards before contract execution
- Accurately forecast pipeline and deal progression
- Maintain clean, disciplined CRM hygiene in Salesforce
Performance & AccountabilityYou will be measured on:
- New Botrista machines delivered quarterly
- Pipeline generation and coverage
- Win rate and deal velocity
- Activity levels aligned to pipeline goals
RequirementsWhat You Bring- 4-7+ years of B2B sales experience (preferably hospitality tech, or related industries)
- Proven track record of prospecting and closing net-new business
- Comfort operating in a hybrid inside/field sales motion
- Strong discovery and consultative selling skills
- Ability to manage a territory independently and prioritize effectively
- Experience using Salesforce to manage pipeline and forecast
- Location: [Boston], Massachusetts OR [NYC, NY]
- Willingness to travel within assigned territory (~25%)
What Makes Someone Successful Here- Self-starter who can build pipeline without waiting for inbound
- Comfortable with high outbound activity and disciplined follow-up
- Strong financial acumen (understands ROI, payback, margin impact)
- High accountability; owns results without needing heavy oversight
- Organized and process-oriented
- Competitive and goal-driven
BenefitsBenefits
Fully company-paid Medical and 99% company-paid Dental and Vision Insurance
15 days Paid Time Off, 7 sick days, 14 holidays, Wellness Benefits, Cell Phone and Internet reimbursement, 401K
Compensation: $80K Base Salary ~$80K in OTE Variable Commission
(Note: The starting salary is commensurate with experience and qualifications.)
