• Identify and cultivate new business opportunities for online fault monitoring sensors integrated with SCADA systems • Monitor and assess the emerging technology landscape to identify new opportunities, trends, and areas for innovation • Proactively identify, engage, and build relationships with potential clients, partners, and industry influencers to generate new business leads • Understand client needs, challenges, and industry-specific requirements • Recommend tailored monitoring solutions that deliver tangible business outcomes • Develop and execute comprehensive business development strategies to achieve revenue growth • Stay updated on competitor activities and market dynamics • Track business development activities, forecast sales, and report on performance metrics to senior management • Collaborate with sales team to develop and manage target customer lists • Attend relevant technical conferences for networking with key influencers

About the role We're looking for a Sales Representative (Business Development) who brings deep restaurant operations experience and a passion for helping restaurant professionals succeed. This is a relationship-focused role where your industry knowledge and network will be your greatest assets. In this position, you'll be the bridge between restaurant operators and transformative technology - educating potential clients about how opsi cuts through operational complexity and helps them measure what truly matters. You'll own the full sales cycle from discovery to close, building lasting relationships with restaurant decision-makers who value practical, outcome-driven solutions. In this role, you'll thrive by: - Consistently meeting or exceeding monthly sales targets - Building a robust pipeline of qualified restaurant prospects - Converting discovery conversations into long-term client partnerships - Acting as a trusted advisor to restaurant operators navigating technology decisions - Representing the voice of restaurant professionals internally to help shape our product direction This role reports directly to our Head of Operations and offers significant growth potential as we scale our sales team and expand collaboration with GoTab's broader product ecosystem. The base salary will be between $55,000- $65,000 plus commission. Key Responsibilities - Full-Cycle Sales Ownership - Manage the complete sales process from initial discovery calls through contract signature and client onboarding - Relationship Building & Networking - Leverage your restaurant industry connections and actively build new relationships with restaurant operators, GMs, and ownership groups - Consultative Discovery - Conduct thorough discovery calls to understand operational pain points and position opsi as the solution to real business challenges - Product Education - Articulate the value of opsi's platform to restaurant professionals, demonstrating how our technology solves their specific operational challenges - Pipeline Management - Maintain and grow a healthy sales pipeline, consistently meeting monthly sales targets and client acquisition goals - Market Intelligence - Provide feedback to product and operations teams based on prospect conversations and competitive landscape insights Required Qualifications - Restaurant operations background - hands-on experience in restaurant kitchens, management, or operations (this is essential) - Relationship-building expertise - natural networker who builds genuine connections and maintains long-term professional relationships - Consultative approach - ability to listen deeply, understand pain points, and position solutions that address real business needs - Strong communication skills - comfortable presenting to restaurant owners, operators, and management teams - Self-motivated and goal-oriented - proven ability to work independently, manage your own pipeline, and drive toward targets - Atlanta area presence or network - based in or have strong connections to the Atlanta restaurant community (or willing to build them) - Comfort with technology - able to quickly learn and demonstrate software platforms and CRM tools Preferred Qualifications - Kitchen operations background - experience in BOH operations, kitchen management, or culinary roles - Existing restaurant industry network - established relationships with restaurant operators, owners, or industry groups in Atlanta or other markets - Sales experience - previous success in B2B sales, hospitality sales, or business development roles - Opsi familiarity - experience using or familiarity with restaurant technology platforms What We Offer - Competitive compensation - base salary plus commission structure - Comprehensive benefits - including 401(k) - Generous paid time off - $100 monthly dining credit - to spend at GoTab partner locations (stay connected to the industry you serve!) - Remote flexibility - work remotely with strong preference for Atlanta-based candidates who can engage with the local restaurant community - Growth trajectory - opportunity to build and lead a sales team as we scale, plus collaboration with GoTab product teams - Mission-driven work - represent technology that genuinely helps restaurant professionals operate more effectively - Industry impact - leverage your restaurant expertise to help transform an industry you know and care about Ready to Join Us? If you're passionate about the restaurant industry and want to help fellow restaurant professionals succeed through better technology, we'd love to hear from you. This is your opportunity to leverage your operations background in a new way—staying connected to the industry you love while building a career in sales and business development. To apply: Include your resume and a brief note about your restaurant background and what excites you about helping restaurant operators succeed. We especially want to hear about your experience in restaurant operations and any connections you have to the Atlanta restaurant community. EEO Statement opsi/ GoTab is fully committed to Equal Employment Opportunity and to attracting, retaining, developing, and promoting the most qualified employees without regard to their race, color, religion, creed, sex, gender, sexual orientation, gender identity, gender expression, age, national origin, genetic information, marital/familial status, disability, military status, veteran status, or any other protected status. We are dedicated to providing a work environment free from discrimination and harassment, where employees are treated with respect and dignity. As a company, we are not able to sponsor employment visas at this time, including but not limited to F-1 OPT and H1-B.

The Director, Sales Development is a high-impact leadership role responsible for owning the entire sales development function at FMX. You will drive pipeline growth and set the strategy for how our SDR teams engage and qualify prospects. Reporting to the Senior VP of Sales, you will lead all top-of-funnel sales resources by directly managing the SDR Managers. This role acts as the primary point of contact with Marketing, Sales, and Business Operations to ensure a seamless process. It requires a blend of strategic thinking, sales process knowledge, and team development to ensure the SDR teams are targeting the right accounts, using the right messaging, and converting high-quality opportunities for the Account Executive team in the K-12, Higher Education, and State/Local Government sectors. Responsibilities: - Lead and manage the entire Sales Development function at FMX, overseeing two SDR teams through their respective managers - Set and refine the overall SDR strategy, including segmentation, messaging, KPIs, compensation planning, and alignment with GTM priorities - Partner closely with the Senior VP of Sales to ensure SDR goals and performance support revenue targets - Drive the strategy for outbound and inbound pipeline creation, including territory assignments, outreach cadences, and conversion benchmarks - Hire, train, coach, and retain top SDR leadership talent, while fostering a high-performance, results-driven culture - Ensure SDR Managers have the resources, structure, and support they need to lead high-performing teams - Collaborate with Marketing and BizOps on lead quality, funnel metrics, and campaign performance - Work cross-functionally to continuously optimize how leads are generated, handed off, and converted across the customer journey - Own forecasting and reporting of SDR-sourced pipeline performance by segment and rep - Introduce and maintain scalable processes and tools (e.g., Salesforce, Salesloft, Gong) to maximize SDR productivity and visibility - Foster a culture of coaching, development, accountability, and collaboration across all SDR teams - Track key metrics such as call/email activity, qualification rate, conversion to opportunities, and pipeline velocity - Identify new strategies for talent development and upward mobility from SDR into other revenue roles - Support strategic initiatives such as industry-focused campaigns, ABM, and vertical-specific outreach tactics

• Support the identification, development, and execution of OEM and strategic business development partnerships that align with our Next-Generation Sequencing strategy. • Coordinate the deal process end-to-end, from opportunity development and internal alignment through deal execution and post-close partner alliance management. • Work closely with senior BD leadership and cross-functional teams to advance opportunities, support negotiations within defined guardrails, and manage ongoing partner relationships to support successful execution and growth. • Translate customer and market insights to support overall OEM and business development strategy. • Identify and develop OEM and strategic business development opportunities. • Coordinate execution of deal processes, including preparation of deal materials, basic financial analysis, draft term sheets, and cross-functional diligence. • Support negotiation and execution of OEM and BD term sheets and agreements. • Provide alliance management support post-close, including business reviews, forecast tracking, and issue resolution.