Senior Director/VP of Sales: Marty AI

The Role

This is a zero-to-one role. There is no sales team, no playbook, no inbound pipeline, and no SDR. You are building the entire commercial motion while closing deals simultaneously.

You will source your own pipeline from trigger events: CFO, COO and VP hires at multi-unit groups, PE acquisitions of restaurant portfolios, minimum wage increases, post-audit-season budget cycles, and DOL activity. You'll run discovery, anchor value to identifiable cash exposure in the prospect's portfolio, close the audit engagement, and convert to subscription.

Who You Are

• The successful candidate thinks like an operator, sells like a banker, and hunts like a recruiter.
• Restaurant experience is useful but not required. What is non-negotiable is the motion: self-sourced, analytical, CFO/COO buyer, middle-market deal size.

Non-Negotiables

• Proven hunter. Your pipeline in previous roles was primarily self-generated. You have a system: how you identify accounts, how you manufacture urgency, how you get in front of the right person without a warm intro.
• You've closed middle-market deals in the $100,000 to $300,000 range. Not transactional volume. Not an 18-month enterprise motion. Real money with real urgency, closed in weeks to a few months.
• You've sold something analytical—data, intelligence, business performance software, fintech, or workforce analytics—where the core sale is "here is what your numbers are actually telling you." You can translate findings into financial impact on a CFO's P&L.
• Strong written communicator. You write your own outbound. Short, specific, makes the reader feel understood. No templates that sound like templates.
• You can build without infrastructure. No RevOps, no content team, no brand awareness doing your job for you. You are comfortable being the entire commercial motion.

Strong Advantages

• You've sold into restaurant groups, hospitality operators, or multi-unit food service. You know how their P&L is structured, what a labor percentage point means, and when their budget cycle runs.
• You've come out of a data or intelligence software company: restaurant tech (R365, Crunchtime, MarginEdge, HotSchedules), BI platforms (Domo, Looker, Sisense), or workforce analytics (Anaplan, Planful, Visier). You understand what it means to sell insight rather than software.
• You've operated in a founder-led, pre-scale environment where the pitch was never finished and the product was still being shaped while you were selling it.
• You have a personal network that includes CFOs, COOs, or multi-unit operators at 10 to 200 location restaurant groups.

This Is the Wrong Role If...

• You need inbound, brand awareness, or a defined ICP and campaign engine before you can generate a meeting.
• Your best sales years were working a warm territory inherited from someone else.
• Your comfort zone is account management, upsell, or renewal on an installed base.
• You need the product to be complete before you can sell it with conviction.
• You come from a big brand where the logo did the heavy lifting.

About Marty & Lavu

Marty is built by Lavu, a 15-year restaurant technology company with +$40M ARR, deep integrations across POS, payments, labor, and back-of-house systems, and relationships in over 75 countries. The data infrastructure Marty runs on is already built. The integration ecosystem already exists. The operator network is already there.

Marty is the intelligence layer on top of that infrastructure, being commercialized now for the first time. The first paid engagement is complete. The product works. The findings are real. What's missing is the person who builds the commercial function.

You will work directly with the CEO, who has 25 years in technology and an analytical and sales background. Decisions move fast. You will have real input on pricing, packaging, and go-to-market. This is not a role where you execute someone else's strategy. You are part of building it.

Lavu's headquarters is in Tampa. The CEO is Tampa-based. Tampa and the surrounding Gulf Coast market also serves as a natural proving ground: a dense, growing restaurant scene with independent operators, multi-unit groups, and hospitality-driven tourism that maps directly to Marty's ICP. Being on the ground here is a genuine advantage in the early pipeline. Tampa-based candidates are strongly preferred. In-person time with the CEO is expected as a regular part of the role.