Senior US Sales Manager

Bear Robotics

2d • $140,000 - $200,000 • Hybrid

About The Position

Bear Robotics is at the forefront of automated hospitality solutions, pioneering AI-driven autonomous robots. We are seeking an experienced and highly motivated Senior US Sales Manager to lead our SMB Hospitality sales team. This is a frontline, player-coach leadership role responsible for driving outbound-led growth within the SMB and small multi-unit restaurant segment. The Senior US Sales Manager will lead a team of 9–10 field-based SMB Hospitality Account Executives and own team quota attainment, pipeline health, outbound execution, and sales process rigor. The ideal candidate brings deep hospitality sales experience, a strong outbound mindset, and a passion for coaching reps to win consistently in high-volume SMB environments. This role requires comfort being in-market, leading by example, and scaling repeatable sales motions nationally.

Requirements

• Excellent written and verbal communication skills, with strong presentation, negotiation, and interpersonal abilities.
• Exceptional listening and judgment skills, with the ability to proactively identify problems and drive solutions.
• Proven success selling into SMB restaurant or hospitality operators, including experience opening new markets.
• Experience selling complex or highly technical products, with strong sales and go-to-market acumen.
• Demonstrated track record of driving sustained revenue growth and consistently achieving or exceeding quarterly and annual team sales targets.
• Strong proficiency with CRM and sales tools, including Salesforce, Salesloft, and virtual demo platforms (Zoom, Google Meet).
• Consultative sales mindset with the ability to coach teams on uncovering customer needs and articulating clear operational value and ROI.
• Deep hospitality industry knowledge, including restaurant workflows, labor constraints, and unit economics.
• Outbound-growth orientation with experience designing, executing, and coaching outbound strategies at scale.
• Experienced people leader with a proven track record of hiring, coaching, performance-managing, and developing quota-carrying sales talent.
• Strong field sales mentality with comfort being in-market and leading by example alongside the team.
• Highly process-oriented operator with strong command of sales methodology, pipeline inspection, forecasting rigor, and CRM discipline.
• Results-driven, high-energy, and accountable leader who sets execution standards and drives consistent performance across teams.
• Organized and detail-oriented, with the ability to manage complex pipelines and maintain transparency through accurate forecasting and reporting.
• Bachelor's degree or equivalent work experience will be considered in lieu of degree.
• 7+ years of B2B sales experience, with a strong focus on SMB hospitality or adjacent verticals.
• 4+ years of sales leadership experience, including direct people management of quota-carrying Account Executives.
• Proven experience leading and scaling teams of 6+ reps, preferably field-based or distributed teams.
• Demonstrated success owning team quota attainment, forecasting, and pipeline management at a regional or national level.
• Prior experience building or scaling outbound-led sales motions strongly preferred.

Nice To Haves

• Previous hardware and Saas software experience highly preferred.
• People Leader: Experience managing, coaching, or leading sales reps in a quota-carrying environment.
• Excellent time management skills with a proven ability to meet deadlines.
• Strong analytical and problem-solving skills.
• Ability to prioritize tasks.
• Ability to function well in a fast-paced startup environment
• Restaurant operations/management experience and/or foodservice distribution sales experience a strong plus.

Responsibilities

• Own team quota attainment and pipeline coverage across inbound and outbound motions.
• Ensure consistent outbound execution, targeting local and regional restaurant operators.
• Drive disciplined use of BANT qualification and clear exit criteria across deal stages.
• Step into strategic deals as needed to help close or unblock opportunities.
• Forecast accurately and hold the team accountable to CRM hygiene and reporting.
• Reinforce a field-sales mentality: prospecting in-market, visiting restaurants, building local relationships.
• Support reps in planning weekly territory routes and outbound strategies.
• Ensure demos and trials are positioned with clear operational value and ROI for SMB operators.
• Partner closely with RFEs and Account Managers to ensure strong trial outcomes and adoption.
• Build and reinforce repeatable outbound and pipeline management processes.
• Identify gaps in tooling, enablement, or messaging and work cross-functionally to improve them.
• Provide feedback to leadership on market trends, pricing friction, objections, and competitive dynamics.
• Help refine playbooks as the SMB motion scales nationally.
• Lead, coach, and develop a team of 9–10 SMB Hospitality AEs focused on field-based selling.
• Set clear expectations around outbound activity, territory ownership, and pipeline creation.
• Conduct regular 1:1s, pipeline reviews, deal strategy sessions, and ride-alongs (virtual and in-person).
• Coach reps on discovery, demos, objection handling, and closing in high-volume SMB environments.
• Support onboarding and ramp of new hires, reinforcing sales methodology and best practices.

Benefits

• Equity participation in Bear Robotics’ long-term growth
• Uncapped commissions and performance bonuses
• 401(k) with company match
• Comprehensive health, dental, and vision coverage
• Wellness, family, and professional development stipends
• Hybrid work flexibility and travel opportunities for customer visits, conferences, and internal strategy sessions

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level