• Understand, articulate, and navigate the unique RouteThis Value Drivers we deliver to customers and prospective clients, including our AI-powered solutions and how they drive measurable operational and customer experience impact • Position and sell AI-driven products and capabilities by clearly translating technical functionality into business outcomes for Enterprise buyers • Educate and guide customers on the strategic application of AI within their organizations, helping them build internal business cases for adoption • Develop and execute on an outreach strategy for your target accounts with the assistance of marketing, sales leadership, etc. • Exceed pipeline and revenue goals on a quarterly basis • Effectively navigate Enterprise organizations, multi-threading through key stakeholders at all levels and developing champions who are “selling” on our behalf • Lead complex conversations around innovation, automation, analytics, and AI transformation initiatives • Manage multiple enterprise sales cycles with 6 to 12 month purchasing cycles, with typical deal sizes in the high six figures • Track all opportunity details including use cases, AI applications, Value Drivers, accurate timing, next steps, dollar amounts, forecasting, etc. in Salesforce.com • Work closely with marketing and product teams to provide feedback based on customer interactions, especially related to AI capabilities, competitive positioning, and market demand • Maintain balance in your pipeline (early/mid/late) as well as pipeline velocity and conversion rates • Manage the client and internal teams through the customer journey, ensuring alignment on AI implementation expectations and outcomes • Partner with customer success to ensure high satisfaction, adoption, and expansion within your accounts

• Understand, articulate, and navigate the unique RouteThis Value Drivers we deliver to customers and prospective clients, including our AI-powered solutions and how they drive measurable operational and customer experience impact • Position and sell AI-driven products and capabilities by clearly translating technical functionality into business outcomes for Enterprise buyers • Educate and guide customers on the strategic application of AI within their organizations, helping them build internal business cases for adoption • Develop and execute on an outreach strategy for your target accounts with the assistance of marketing, sales leadership, etc. • Exceed pipeline and revenue goals on a quarterly basis • Effectively navigate Enterprise organizations, multi-threading through key stakeholders at all levels and developing champions who are “selling” on our behalf • Lead complex conversations around innovation, automation, analytics, and AI transformation initiatives • Manage multiple enterprise sales cycles with 6 to 12 month purchasing cycles, with typical deal sizes in the high six figures • Track all opportunity details including use cases, AI applications, Value Drivers, accurate timing, next steps, dollar amounts, forecasting, etc. in Salesforce.com • Work closely with marketing and product teams to provide feedback based on customer interactions, especially related to AI capabilities, competitive positioning, and market demand • Maintain balance in your pipeline (early/mid/late) as well as pipeline velocity and conversion rates • Manage the client and internal teams through the customer journey, ensuring alignment on AI implementation expectations and outcomes • Partner with customer success to ensure high satisfaction, adoption, and expansion within your accounts

• Assist in the creation of the sales pipeline and close new reservations through timely submission of housing options to 3rd party platforms • Communicate value propositions to clients in a swift, organized, and timely manner • Cultivate and build strong business relationships with key corporate stakeholders • Build and strengthen relationships with existing enterprise clients; Follow up with clients regularly to ensure needs are being met and identify opportunities. • Forecast and track key account metrics; Compile and analyze data to identify trends

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description This role offers the opportunity to lead and scale a high-performing sales organization focused on retail and restaurant brands. As Sales Director, you will drive revenue growth across the mid-market segment, leading a team of Account Executives to deliver measurable results. You will act as a strategic partner, coaching your team on advanced sales methodologies, ensuring accurate forecasting, and directly participating in key deals. This position requires balancing hands-on sales leadership with strategic oversight, optimizing pipeline performance, and helping brands leverage insights for site selection, competitive benchmarking, and marketing optimization. You will thrive in a fast-paced, high-growth environment where data-driven decision-making and innovative approaches are essential. The role also offers the chance to shape team culture, foster professional development, and influence organizational sales strategy. - Lead, mentor, and scale a team of 6–8 Account Executives, fostering a culture of high performance, ownership, and continuous learning. - Own the revenue segment, managing the full sales cycle from pipeline generation to closing mid-market contracts. - Coach the team on advanced sales methodologies (e.g., MEDDICC) to improve deal strategy, qualification, and execution. - Actively participate in discovery calls, demos, and deal negotiations to maximize client ROI and drive adoption of solutions. - Collaborate with marketing and cross-functional leadership to refine mid-market sales playbooks and segment targeting. - Provide accurate forecasting and performance insights to senior leadership, leveraging data-driven signals. Qualifications - 8+ years of experience in B2B SaaS sales, with at least 3 years in sales management or leadership roles. - Deep understanding of the retail and restaurant industry, including scaling brands from 30 to 100 locations. - Expertise in sales process design, pipeline management, and advanced sales methodologies (MEDDICC mastery required). - Strong analytical skills to translate complex data into actionable business insights and compelling ROI cases. - Proven track record of leading teams to consistently exceed quotas and revenue targets. - Proficiency with Salesforce, Gong, or similar CRM and sales enablement tools. - Ability to thrive in a fast-paced, high-growth, and rapidly evolving environment. - Willingness to travel approximately 20% of the time for key conferences and industry events. Benefits - Competitive base salary ($130,000–$145,000 USD) with potential for sales-based commissions. - Comprehensive healthcare coverage including medical, dental, and vision plans. - 401(k) retirement plan and potential equity awards. - Fully remote work environment with flexibility to balance personal and professional priorities. - Opportunities for professional development and leadership growth. - Collaborative culture focused on innovation, high performance, and team success.