8+ years in B2B software/platform sales, with 5+ years in new logo acquisition
Proven track record of exceeding sales quotas
Experience selling to restaurant/hospitality executives
Focus on business outcomes rather than just product features
Ability to create and defend ROI models with CFOs
Experience managing multi-stakeholder sales cycles of 3-9 months
Willingness to travel 30-40% for client engagements
Responsibilities
Build and close new business with mid-market restaurant groups
Conduct discovery to identify guest experience and revenue gaps
Create and present ROI models to key decision-makers
Lead pilot programs to achieve clear results for full rollouts
Efficiently manage multiple buyers across various departments
Negotiate pricing and contract terms with legal and sales leadership
Document wins to create referenceable customers and case studies
Benefits
Remote work flexibility
Opportunity to shape and refine sales strategies
Access to a supportive leadership team
Potential for career advancement in a growing company
Engagement with a dynamic and evolving market
Full Job Description
Sales Director - Mid Market (Remote)
The Sales Director -Mid Market owns new-logo revenue with regional and emerging restaurant groups, typically 10 to 100 locations. This is a quota-carrying, full-cycle role: you find the accounts, build the business case, close the deal and stay with the account through a successful launch. This person will report to the SVP of Mid Market Sales.
The Main Course - Responsibilities
In your first year, success looks like this:
A qualified mid-market pipeline built and kept at 3-4x quota
New-logo revenue targets met or exceeded
Your first referenceable mid-market customers launched, with documented results on revenue, table turns or guest return rate
A repeatable mid-market sales playbook (ideal customer profile, discovery, ROI model, pilot criteria) that the team can scale
Identify and systematically engage key mid-market decision-makers and C-level executives.
What You'll Do
Build and close new business. Prospect, qualify and close new mid-market restaurant groups in your territory, with full ownership of pipeline, forecast and bookings.
Sell outcomes, not devices. Run discovery on each operator's guest experience and revenue gaps, such as check average, table turn time, guest return rate, tip performance and staff turnover. Then connect Ziosk solutions directly to those KPIs.
Build the business case. Create ROI models from our performance data and the prospect's own numbers. Present them to owners, COOs, CFOs and marketing leaders.
Run tight pilots. Define success criteria at the start, lead the pilot to a clear result and turn that result into a full rollout.
Manage multiple buyers efficiently. Align operations, marketing, IT and finance without enterprise-length sales cycles.
Negotiate and close. Work with legal and sales leadership on pricing, terms and contracts.
Create proof. Turn wins into referenceable customers, case studies and results data that speed up the next deal.
Shape the playbook. Report what's working in the market on positioning, competitors, pricing and ideal customer profile so we can refine our mid-market strategy.
What You Bring To The Table - Qualifications
Required
8+ years of B2B software or platform sales, including 5+ years closing new logos as an individual contributor
A documented record of meeting or beating quota (expect to walk us through the numbers)
Experience selling to restaurant or hospitality operators, such as owners, COOs and VPs of Operations or Marketing
A history of selling on business outcomes like revenue lift, guest engagement or labor efficiency, not just features or price
Comfort building ROI models and business cases, and defending them with a CFO
Experience closing deals with several stakeholders in sales cycles of about 3 to 9 months
Willingness to travel for client meetings, pilots, trade shows and industry events (roughly 30-40%)
Preferred
Experience selling restaurant tech in guest engagement, loyalty, ordering, payments or POS
Experience as an early or founding seller in a new segment, building the playbook as you go
Fluency with a CRM (HubSpot preferred) and a disciplined approach to forecasting
