Lead growth at the intersection of enterprise SaaS, food safety and restaurant operations. We’re seeking a VP of Sales with proven sales leadership experience selling back of house SaaS solutions to enterprise restaurant and foodservice operators. The portfolio combines software and hardware for digital food labeling, temperature monitoring, food safety compliance and operational efficiency. This hands on, player coach role leads five sales professionals while personally developing and closing strategic new business. Enterprise sales experience in restaurant or foodservice SaaS is required. We are seeking a hands-on sales executive to lead and grow its Food Service Management business. This player-coach role combines leadership of five sales professionals with personal responsibility for developing and closing strategic new business. The VP will drive growth across the portfolio of SaaS solutions, hardware, consumables and services, serving enterprise restaurant and foodservice customers, including multi-unit restaurants, quick-service and fast-casual operators, and foodservice management organizations.
The opportunity:- This role offers the opportunity to shape sales strategy, develop a team and directly influence major customer wins. The successful leader will maintain an active personal pipeline and individual revenue target while building a disciplined, accountable sales organization.
- Sales leadership
- Lead, coach and develop five sales professionals, with clear individual and team goals and performance accountability.
- Develop and execute the sales strategy, prioritizing new customer acquisition and revenue growth.
- Run pipeline, forecast, account strategy and opportunity reviews; maintain disciplined CRM use, preferably Salesforce.
- Coach prospecting, qualification, consultative selling, executive engagement, negotiation and closing.
- Personal selling and strategic accounts
- Personally prospect, develop and close major new business opportunities while carrying an individual revenue target.
- Build relationships with senior executives and C-suite decision makers, and lead high-value pursuits and competitive takeaways.
- Understand customer needs, develop proposals, negotiate agreements and drive opportunities through contract execution.
- Expand strategic accounts through cross-selling and broader solution adoption; represent TransAct at customer meetings and industry events.
- Cross functional partnership
- Work closely with Marketing and Demand Generation to build pipeline, and with Product, Operations, Service, Finance and executive leadership to address customer needs, remove sales barriers and inform go-to-market priorities.
- Experience Core qualifications 12+ years of progressive sales experience and 5+ years of successful sales leadership, including direct management and development of sales professionals.
- Experience building or scaling a B2B enterprise sales organization and leading complex, consultative technology sales.
- B2B SaaS or recurring revenue experience, with a demonstrated record of personally prospecting, negotiating and closing significant new business.
- Proven ability to balance team leadership with an active personal pipeline and individual sales quota.
- Strong pipeline management, forecasting, account planning and CRM discipline, preferably Salesforce.
- Ability to build executive relationships, communicate clearly, negotiate effectively and collaborate across functions.
- Bachelor’s degree or equivalent experience.
Preferred background:- Restaurant, foodservice or hospitality technology sales, especially enterprise solutions for multi-unit or complex organizations.
- Direct ownership of annual recurring revenue, recurring revenue or subscription bookings.
- Experience selling combined hardware and SaaS solutions, POS, payments or technology platforms; familiarity with solutions that include consumables and services.
- Established relationships within restaurant, foodservice, hospitality or adjacent markets.
- Experience with Challenger, Solution Selling, Sandler or a similar formal sales methodology.
- Location and travel
- East Coast candidates are preferred, particularly those in the Boston, New York City and Washington, DC areas. National travel is required; the job description anticipates up to 50%. Specific office, relocation and Northeast travel expectations will be discussed during the process.
