Senior Director of Sales — Drive-Thru Job Houston area,Texas USA,Sales

Accountabilities

Execute the 2027 go-to-market strategy across the United States, identifying, prioritizing, and pursuing high-potential QSR brands and strategic enterprise accounts.
Develop account penetration plans based on customer growth potential, technology needs, and commercial opportunities, including legacy technology replacement, competitor product transitions, new store openings, and broader technology transformation.
Determine the most effective route to market for each opportunity, leveraging direct sales, channel partners, or a combination of both.
Own the complete new-business acquisition process, from prospecting and qualification through executive engagement, solution demonstrations, commercial negotiations, and contract execution.
Build and maintain relationships with senior decision-makers across Operations, Technology, Digital, and Restaurant Development, securing executive sponsorship and developing compelling business cases.
Generate and manage a consistent pipeline of qualified opportunities, establishing clear sales targets, pipeline coverage expectations, conversion goals, and forecasting practices.
Maintain accurate CRM records, opportunity stages, close plans, and next steps while tracking performance against revenue, new-customer acquisition, pipeline generation, and conversion targets.
Identify and address sales-cycle bottlenecks to improve conversion rates, deal velocity, and overall commercial performance.
Develop strategic account plans that expand relationships beyond initial deployments into additional sites, brands, and regions, working with Account Executives to support structured account growth.
Identify opportunities to introduce additional product capabilities and transition legacy installations to Vision and Next Gen solutions.
Collaborate with global sales leadership to activate channel partners across the Americas, develop joint account plans, generate co-selling opportunities, and strengthen partner contributions to pipeline and revenue.
Coordinate with Customer Experience, Product, Marketing, Technical, and Operations teams to advance strategic opportunities and ensure clear accountability throughout the sales process and customer handover.
Initially leverage global leadership and specialist customer experience resources for major demonstrations, executive engagements, and complex opportunities, then progressively lead discovery, demonstrations, negotiations, and closing independently.
Establish repeatable sales processes and scalable best practices across the Americas, supporting Account Executives in performance management, account expansion, and commercial execution.
Track and deliver agreed success measures, including new-customer acquisition, revenue attainment, pipeline coverage, conversion rates, executive engagement, multi-site expansion, partner-generated opportunities, forecast accuracy, CRM discipline, and regional sales independence.

Requirements

Significant experience in enterprise B2B sales, strategic account acquisition, and complex commercial negotiations, with a demonstrated track record of winning new customers and building substantial sales pipelines.
Experience managing lengthy enterprise sales cycles involving multiple stakeholders, procurement teams, and executive decision-makers.
Experience in Quick Service Restaurants (QSR), restaurant technology, hospitality technology, or adjacent enterprise technology markets is strongly preferred.
Understanding of restaurant operations, multi-location businesses, franchise models, and technology-driven operational improvement.
Ability to translate technical solutions into measurable business outcomes and compelling return-on-investment propositions.
Demonstrated ability to engage senior executives,…