Sales Director – Mid Market (Remote)

Ziosk•Plano, TX

2d•Remote

About The Position

Ziosk is hiring a quota-carrying Sales Director to own new-logo revenue with regional and emerging restaurant groups, typically those with 10 to 100 locations. This full-cycle role covers finding and qualifying accounts, building business cases, closing deals, and supporting accounts through successful launch. The Sales Director reports to the SVP of Mid Market Sales. Success in the first year includes building and maintaining a qualified pipeline at 3–4 times quota, meeting or exceeding new-logo revenue targets, launching referenceable mid-market customers with documented results, and creating a repeatable sales playbook covering the ideal customer profile, discovery, ROI modeling, and pilot criteria. The role involves selling Ziosk’s solutions in terms of business outcomes, building ROI models, leading pilots, managing multiple stakeholders, negotiating contracts, creating customer proof points, and helping refine the company’s mid-market strategy. The position is remote and requires roughly 30–40% travel for client meetings, pilots, trade shows, and industry events. Candidates must be eligible to work in the U.S.

Requirements

At least 8 years of B2B software or platform sales experience, including at least 5 years closing new logos as an individual contributor.
Documented record of meeting or exceeding quota, with ability to discuss performance numbers.
Experience selling to restaurant or hospitality operators, such as owners, COOs, and VPs of Operations or Marketing.
History of selling on business outcomes such as revenue lift, guest engagement, or labor efficiency, rather than only features or price.
Ability to build ROI models and business cases and defend them with a CFO.
Experience closing multi-stakeholder deals in sales cycles of approximately 3 to 9 months.
Willingness to travel roughly 30–40% for client meetings, pilots, trade shows, and industry events.
Eligibility to work in the U.S.

Nice To Haves

Experience selling restaurant technology in guest engagement, loyalty, ordering, payments, or POS.
Experience as an early or founding seller in a new segment, building the sales playbook.
Fluency with a CRM; HubSpot is preferred.
Disciplined approach to forecasting.

Responsibilities

Prospect, qualify, and close new mid-market restaurant groups in the assigned territory, owning pipeline, forecast, and bookings.
Conduct discovery into operators’ guest experience and revenue challenges, and connect Ziosk solutions to relevant business KPIs.
Build ROI models using Ziosk performance data and prospect-provided information, and present business cases to owners, COOs, CFOs, and marketing leaders.
Set success criteria for pilots, lead pilots to clear outcomes, and use results to support full rollouts.
Align operations, marketing, IT, and finance stakeholders while managing sales cycles.
Negotiate pricing, terms, and contracts in collaboration with legal and sales leadership.
Develop referenceable customers, case studies, and results data to support future sales.
Share market feedback on positioning, competitors, pricing, and ideal customer profiles to refine the mid-market strategy.
Identify and systematically engage mid-market decision-makers and C-level executives.
Build and maintain a qualified mid-market pipeline at 3–4 times quota, meet or exceed new-logo revenue targets, and develop a repeatable mid-market sales playbook.