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 - ResponsibilitiesIn 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 - QualificationsRequired- 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
