Sales Lead - SoCal / LA
About The Position
Focal is the world's first autonomous personal comfort platform, an AI-enabled robotic heating system that delivers individualized warmth to each guest in real time. This role is for the first hire in the Los Angeles area, responsible for building the market from scratch, landing key accounts, building a pipeline, and eventually hiring and developing a team. This is an opportunity to own and build a market territory. Focal's technology offers significant benefits to restaurant partners, including up to 80% in energy savings, a 25% increase in patio seating capacity, two hours of labor savings per shift, and a 25% jump in five-star reviews. The company has already achieved over 30,000 hours of live operation across various restaurant types and was recognized by Fast Company as one of the World's Most Innovative Companies of 2026.
Requirements
- 4–8 years of B2B sales experience.
- Track record of owning complex, multi-stakeholder deals from prospecting to close.
- Proven experience in account-based selling.
- Ability to build a target list, map an organization, and run a disciplined outreach motion.
- Deep familiarity with the Los Angeles, Orange County, and San Diego market.
- Comfort with ambiguity; experience building pipeline in a new territory or for a new product.
- Genuine enthusiasm for Focal's product and mission.
- Ability to convey the product's value authentically to operators.
Nice To Haves
- Existing relationships in hospitality, food & beverage, or real estate.
- Early management instincts; interest in developing others and building a team.
Responsibilities
- Own the Southern California market.
- Build the pipeline from scratch by identifying and targeting restaurant groups, hospitality operators, and multi-unit chains.
- Run account-based campaigns to open and close deals.
- Develop and execute account-based strategies, including target account lists and stakeholder research.
- Build multi-threaded relationships within priority accounts.
- Represent Focal at industry events and build a local network in hospitality and food & beverage.
- Contribute to hiring decisions, onboarding future reps, and defining sales playbooks for new markets.
- Close deals and build a sustainable sales operation.
Benefits
- Opportunity to build and own a market territory.
- Support from the founding team.
- First-mover advantage in a key hospitality market.
- Involvement in hiring and team development.
- Work with a product that offers significant energy savings and operational benefits to customers.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
