About the roleDTiQ is seeking an experienced, commercially driven Senior Director of Sales to lead DriveThruIQ growth across the Americas, with an immediate focus on the United States.
This is a senior, hands-on commercial leadership role responsible for identifying and acquiring new QSR brands, penetrating strategic accounts, building executive-level relationships, and converting opportunities into long-term recurring revenue.
The successful candidate will act as the commercial figurehead for DriveThruIQ in the US, developing and executing the regional go-to-market strategy while working closely with the Global Head of Drive-Thru Sales, Customer Experience (CX), Marketing, Product, and Channel Partners.
The role will initially leverage global leadership and strategic CX expertise on key opportunities, with the longer-term objective of developing an increasingly autonomous regional sales capability.
What you'll do1. Go-to-Market Strategy & Target Account Development- Execute the 2027 DriveThruIQ go-to-market strategy across the US.
- Identify, prioritize, and pursue high-potential QSR brands and strategic target accounts.
- Develop account penetration plans aligned to brand growth potential, technology requirements, and commercial opportunity.
- Identify opportunities arising from legacy technology replacement, competitor end-of-life cycles, new store development, and technology transformation.
- Determine the most effective route to market for each opportunity, using direct sales, channel partners, or a combination of both.
2. New Business Development & Enterprise Sales- Own the new-logo acquisition strategy, from initial prospecting through to contract execution.
- Build relationships with C-suite executives and senior leaders across Operations, Technology, Digital, and Restaurant Development.
- Secure executive meetings, conduct discovery, qualify opportunities, and develop compelling business cases.
- Lead complex enterprise sales cycles, including demonstrations, solution validation, commercial negotiations, and closing.
- Convert qualified opportunities into initial deployments and establish a clear path to multi-site expansion.
3. Pipeline Generation & Revenue Growth- Build and maintain a consistent pipeline of qualified new-business opportunities.
- Establish clear pipeline coverage, sales targets, conversion expectations, and forecasting discipline.
- Maintain accurate CRM records, opportunity stages, close plans, and next steps.
- Track performance against revenue, new-logo acquisition, pipeline creation, and conversion targets.
- Identify and address bottlenecks across the sales cycle to improve conversion and sales velocity.
4. Strategic Account Penetration- Develop multi-threaded relationships across priority brands, engaging decision-makers, influencers, and internal champions.
- Build account strategies that extend beyond the initial deployment to additional sites, brands, and regions.
- Work with Account Executives to ensure new customer wins transition into structured account growth and expansion plans.
- Identify opportunities to introduce additional DriveThruIQ capabilities and transition legacy estates to Vision / NextGen solutions.
5. Channel & Partner Development- Work with the Global Head of Drive-Thru Sales to activate and leverage channel partners across the Americas.
- Identify opportunities where partner relationships, market access, and deployment capabilities can accelerate growth.
- Develop joint account plans, pipeline opportunities, and co-selling strategies with selected partners.
- Support partner enablement and hold partners accountable for meaningful pipeline contribution and commercial outcomes.
6. Cross-Functional Leadership- Coordinate with CX, Product, Marketing, Technical, and Operations teams to progress strategic opportunities.
- Engage specialist resources based on opportunity size, complexity, and strategic importance.
- Lead the sales process while ensuring clear ownership, accountability, and customer handover.
- Work with CX and Account Executives to support successful deployment, adoption, retention, and expansion.
7. Build Regional Sales Capability- Initially work alongside global leadership and strategic CX resources on major demonstrations, executive engagements, and complex opportunities.
- Rapidly develop the capability to independently lead discovery, demonstrations, negotiations, and closing.
- Establish repeatable sales processes and best practices that can be scaled across the Americas.
- Support the development and performance of Account Executives, ensuring clear accountability for account growth and expansion.
Key Success MeasuresPerformance will be measured against agreed commercial targets, including:
- New-logo acquisition and revenue attainment.
- Qualified pipeline creation and pipeline coverage.
- Conversion rates and sales-cycle velocity.
- Executive engagement and penetration of priority target brands.
- Initial deployments and subsequent multi-site expansion.
- Channel-generated pipeline and partner contribution.
- Forecast accuracy and CRM discipline.
- Progress toward an independently operating Americas sales function.
QualificationsEnterprise Sales Leadership- Significant experience in enterprise B2B sales, strategic account acquisition, and complex commercial negotiations.
- A proven track record of winning new customers and developing substantial sales pipelines.
- Experience managing long sales cycles involving multiple stakeholders, procurement, and executive decision-makers.
QSR & Technology Experience- Strong preference for experience within Quick Service Restaurants (QSR), restaurant technology, hospitality technology, or adjacent enterprise technology markets.
- Understanding of restaurant operations, multi-site businesses, franchise models, and technology-led operational improvement.
- Ability to translate technical solutions into measurable business outcomes and ROI.
Executive-Level Relationship Building- Demonstrated ability to engage senior executives and establish trusted commercial relationships.
- Strong prospecting, account mapping, discovery, presentation, and negotiation skills.
- Ability to build internal champions and secure executive sponsorship.
Commercial & Operational Discipline- Strong pipeline management, forecasting, CRM, and sales performance management capabilities.
- Commercial acumen across pricing, margin, negotiation, and contract structures.
- Ability to prioritize opportunities and allocate resources based on strategic value and likelihood of conversion.
Leadership & Execution- Entrepreneurial, self-directed, and comfortable building a market rather than inheriting a mature sales engine.
- Strong cross-functional collaboration and stakeholder management.
- Able to balance strategic thinking with hands-on prospecting and deal execution.
- Capable of learning from global subject-matter experts, transferring that knowledge into the regional team, and operating independently.
The Ideal CandidateThe ideal candidate is a
proven enterprise sales hunter with strong QSR relationships, technology credibility, and executive presence. They know how to open doors with major brands, build a qualified pipeline, navigate complex organizations, and convert strategic opportunities into revenue.
