Director, Sales

At Botrista, we are transforming beverage culture with intuitive drink-making technology guided by Nature herself. By allowing restaurants to easily expand menus without added complexity, we’re driving incremental growth with the push of a button. Awarded as one of the Best California Startups in 2023, our beverage solution has created a new industry category, universally applicable to any cuisine, demographic, and business. Botrista robots are being rapidly deployed around the world for customers to experience & enjoy. We deliver a world of flavors at our customers’ fingertips by sourcing top-tier ingredients from around the globe. And thanks to valuable data collected through our integrated CloudBar system, we easily guide our partners through their drink menu innovation. Each drink is crafted by nature, and perfected by innovation - we’d love to have you be a part of it.

Overview

Botrista is seeking an experienced, high-impact, and metrics-driven Director, Sales to manage, lead, and scale our regional sales operations. This leadership role is a vital position aimed at driving tighter operational and metric controls across half of our Regional Account Executive (RAE) team to optimize performance, and fuel Botrista's continuous market expansion.

As a player-coach reporting directly to Kenny Klein (CRO), you will be responsible for ensuring your team consistently hits new machine delivery quotas and maintains robust pipeline health. The ideal candidate has deep experience in the foodservice, hospitality, or restaurant technology industries, and brings a proven track record of managing high-performing remote sales professionals.

Key Responsibilities

1. Team Leadership & Performance Management

• Manage and Coach: Directly lead and mentor a portion of the Botrista Regional Account Executive (RAE) team, driving professional growth and sales achievement.
• Tight Metrics Control: Implement and enforce rigorous metrics control over the team to yield superior sales results and elevate overall regional performance.
• Accountability: Drive a culture of ownership, setting clear expectations, tracking performance trends, and addressing underperformance proactively.
• Continuous Mentorship: Conduct routine team meetings, 1-on-1s, and field-coaching sessions to support the team’s tactical execution.

2. Strategic Sales Execution

• Territory Strategy: Develop and execute sales strategies within the designated region to meet and exceed quarterly sales goals and machine placement KPIs.
• High-Stakes Deal Support: Actively support RAEs in high-value, complex deals, engaging directly with senior leaders, multi-unit operators, franchise owners, and Food Service Directors.
• Ideal Customer Profile (ICP): Ensure the team focuses on identifying and qualifying high-traffic locations that align with our Ideal Customer Profile.

3. CRM & Pipeline Governance

• Salesforce Discipline: Enforce strict pipeline discipline and clean data hygiene in Salesforce across your direct reports.
• Accurate Forecasting: Monitor sales pipelines, conversion rates, and sales velocity to provide regular, highly accurate performance updates and forecasts to leadership.

4. Cross-Functional Collaboration

• Frictionless Handoffs: Partner closely with Account Management, Implementation, and Operations to transition newly closed accounts smoothly into post-sale onboarding.
• Product & Market Feedback: Provide structured feedback from the field to marketing, engineering, and culinary innovation teams to align Botrista's offerings with market needs.

Expected Deliverables & Milestones

First 30 Days: Onboarding & Performance Audit

• Conduct an immediate audit of current pipeline health, Salesforce data hygiene, and regional performance metrics.
• Establish clear expectations for activity tracking and CRM rigor across the team.
• Master the Botrista value proposition, product roadmap, and competitive landscape.

First 90 Days: Execution & Optimization

• Implement and enforce refined regional sales strategies to accelerate machine installations.
• Establish strong, frictionless workflows with Customer Success, Finance, and Supply Chain to optimize the post-sale handoff process.
• Deliver the first data-backed quarterly forecast and performance assessment to the CRO.

First 12 Months: Scale & Strategic Growth

• Consistently exceed annual machine delivery quotas and key performance indicators (KPIs).
• Institutionalize a high-performance sales operating system that ensures repeatable, scalable customer acquisition.
• Partner with leadership to evolve the regional sales playbook and team structure for long-term market dominance.

Qualifications

• Education: Four-year college degree required (Bachelor's in Business Administration, Marketing, or a related field preferred).
• Experience: 8+ years of B2B sales, account management, or business development experience, specifically in the Foodservice, Hospitality, or Restaurant Technology industries.
• Leadership Experience: 3+ years of experience managing and developing remote, multi-market account teams or high-performing sales individuals.
• Track Record: A consistent, proven track record of meeting or exceeding sales quotas and managing complex, multi-stakeholder deals.
• CRM Savvy: Expert proficiency with Salesforce to manage pipelines, activities, and forecasting is required.
• Skills: Strong communication, negotiation, and presentation skills; analytical prowess with the ability to translate sales data into strategic growth plans.
• Location: Must reside in the East Coast or Midwest region.
• Travel: Willingness to travel regionally as required to support sales opportunities and team alignment.

Compensation & Benefits

• Base Salary Band: $[120]K per year
• The starting salary is commensurate with experience and qualifications.
• Bonus + Equity
• Benefits:
• Fully company-paid Medical Insurance.
• 99% company-paid Dental and Vision Insurance.
• Flexible Paid Time Off (PTO), 7 sick days, and 14 company-wide holidays.
• Cell Phone and Internet reimbursement.
• 401(k) program.