Sales Director – Mid Market (Remote)

About the role

Ziosk pioneered the pay-at-the-table concept and provides hardware, software, cloud-based and AI-driven solutions to restaurant groups such as Olive Garden, Texas Roadhouse, and Chili’s. The Sales Director – Mid Market owns new-logo revenue with regional and emerging restaurant groups (typically 10–100 locations). This is a quota-carrying, full-cycle role: you find the accounts, build the business case, close the deal, and stay with the account through a successful launch. The position reports to the SVP of Mid Market Sales.

Responsibilities

First-year success metrics:

• A qualified mid-market pipeline built and kept at 3–4x quota
• New-logo revenue targets met or exceeded
• First referenceable mid-market customers launched, with documented results on revenue, table turns, or guest return rate
• A repeatable mid-market sales playbook (ideal customer profile, discovery, ROI model, pilot criteria) that the team can scale
• Identify and systematically engage key mid-market decision-makers and C-level executives

Day-to-day duties:

• Build and close new business: prospect, qualify, and close new mid-market restaurant groups in your territory, with full ownership of pipeline, forecast, and bookings
• Sell outcomes, not devices: run discovery on each operator’s guest experience and revenue gaps (check average, table turn time, guest return rate, tip performance, staff turnover) and connect Ziosk solutions directly to those KPIs
• Build the business case: create ROI models from Ziosk performance data and the prospect’s own numbers; present them to owners, COOs, CFOs, and marketing leaders
• Run tight pilots: define success criteria at the start, lead the pilot to a clear result, and turn that result into a full rollout
• Manage multiple buyers efficiently: align operations, marketing, IT, and finance without enterprise-length sales cycles
• Negotiate and close: work with legal and sales leadership on pricing, terms, and contracts
• Create proof: turn wins into referenceable customers, case studies, and results data that speed up the next deal
• Shape the playbook: report what’s working in the market on positioning, competitors, pricing, and ideal customer profile to refine the mid-market strategy

Qualifications

Required:

• 8+ years of B2B software or platform sales, including 5+ years closing new logos as an individual contributor
• A documented record of meeting or beating quota (expect to walk through the numbers)
• Experience selling to restaurant or hospitality operators (owners, COOs, VPs of Operations or Marketing)
• A history of selling on business outcomes (revenue lift, guest engagement, labor efficiency), not just features or price
• Comfort building ROI models and business cases, and defending them with a CFO
• Experience closing deals with several stakeholders in sales cycles of about 3–9 months
• Willingness to travel for client meetings, pilots, trade shows, and industry events (roughly 30–40%)

Preferred:

• Experience selling restaurant tech in guest engagement, loyalty, ordering, payments, or POS
• Experience as an early or founding seller in a new segment, building the playbook as you go
• Fluency with a CRM (HubSpot preferred) and a disciplined approach to forecasting

Candidates must be eligible to work in the U.S. No agencies or third-party recruiters.