Director, National Account Sales
About The Position
TouchTunes is seeking a senior, relationship-led seller to build its national-account sales motion and bring its connected entertainment platform to restaurant, bar, and hospitality chains that it has not yet reached. The role owns new-chain origination from identifying suitable accounts and opening executive relationships through guiding chains toward structured pilots. The seller carries the corporate relationship as the account’s single accountable owner, coordinating deployment with operator and management-company partners and remaining involved through rollout. The position focuses on complex, multi-stakeholder sales with an expected enterprise sales cycle of twelve to eighteen months. The seller will position TouchTunes’ jukeboxes, mobile app, and BullShooter darts around guest-experience outcomes, including engagement, dwell time, repeat visits, and incremental beverage revenue. Pilots should have a pre-agreed path to expansion. The role also applies rigorous concept-fit criteria, partners with the national accounts team responsible for pilot conversion and expansion, and builds a repeatable playbook as the sales motion develops. The Director works remotely and travels significantly to meet chain executives. The role has a disciplined operating cadence with sales leadership and the CRO, including weekly activity and pipeline reviews, monthly business reviews, and quarterly throughput benchmarks. Success in the first year is assessed on leading indicators and progress toward later revenue, including qualified pipeline, meetings, pilot origination and installation, and initial contract conversions and expansion. The role requires authorization to work in the United States.
Requirements
- At least 10 years of enterprise or national-account sales experience involving solutions that enhance the customer or guest experience.
- A track record of closing complex, multi-stakeholder deals with restaurant, bar, hospitality, entertainment, or multi-unit franchise organizations.
- Experience selling products, services, or customer-engagement solutions such as in-venue entertainment, music, digital signage or media, guest-facing mobile apps, loyalty and engagement platforms, guest Wi-Fi, audio/visual systems, gaming, or other front-of-house technology.
- Current, credible relationships with national restaurant and hospitality chains, franchise groups, or relevant trade organizations, particularly with executives responsible for guest experience, brand, marketing, and operations.
- Demonstrated success selling considered solutions to corporate decision-makers; pilot-to-rollout experience and in-venue technology combining hardware, software, and content are particularly relevant.
- Ability to originate and carry relationship-led deals over a twelve-to-eighteen-month cycle rather than relying on high-volume transactional selling.
- Comfort building a sales motion from scratch within an established company, working to a disciplined inspection cadence, and qualifying opportunities carefully.
- Ability to generate and develop warm pipeline from existing relationships and referrals without relying on an SDR team at the outset.
- Willingness to travel significantly and ability to work remotely and independently between trips.
- Bachelor's degree or equivalent experience.
- Must be authorized to work in the United States.
Nice To Haves
- Experience with a pilot-to-rollout sales motion and an in-venue technology product combining hardware, software, and content.
- Experience selling guest-facing solutions in entertainment, digital media, guest engagement, loyalty, or other front-of-house experience technology.
- Experience thriving in a PE-backed, high-growth environment.
Responsibilities
- Originate new national and large-regional chain opportunities end-to-end, from qualifying fit and opening executive relationships to leading complex sales through a twelve-to-eighteen-month cycle.
- Position the TouchTunes connected entertainment platform around guest-experience outcomes and develop the business case with brand, marketing, guest-experience, operations, and finance leaders.
- Bring chains into structured, low-barrier pilots and secure a pre-agreed path to expansion before each pilot begins.
- Own the corporate account relationship and coordinate deployment through operator and management-company partners without handing off the relationship.
- Apply concept-fit criteria rigorously, concentrating on high-dwell, adult beverage-serving concepts with a bar and qualifying out unsuitable prospects early.
- Partner with the national accounts team responsible for pilot conversion and expansion, remaining the relationship owner and escalation point through rollout.
- Participate in weekly activity and pipeline reviews, monthly business reviews, and quarterly benchmarks with sales leadership and the CRO.
- Document sales learnings and build a playbook that helps accelerate future pilots in the same segment.
- Generate and work warm pipeline through existing relationships and referrals.
Benefits
- Hybrid schedule with 50% work-from-home and in-office time, plus the ability to work anywhere in the world for up to two months per year.
- Annual performance bonus and long-term company bonus.
- 401(k) matching.
- Life insurance.
- Competitive health insurance and disability coverage.
- Lifestyle Spending Account.
- Access to telemedicine.
- Unlimited sick days policy.
- Continuous hands-on learning and access to an e-learning platform.
- Tuition reimbursement.
- Peer mentorship.
- Inclusive workplace designed to accommodate people with disabilities.
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What This Job Offers
Job Type
Full-time
Career Level
Director
