Outside Sales Manager, Strategic

Job description

**About Us:** ChowNow is one of the leading players in off-premise restaurant technology. As takeout becomes a vital revenue stream for independent restaurants, our platform helps owners focus on what they do best—serving great food—by offering solutions across the entire digital dining experience. From building branded websites and mobile apps, to powering online orders, managing menus, consolidating delivery, and running targeted marketing, we give restaurants the tools to grow on their own terms. We support **thousands of** **restaurants across North America**, helping process **$1B+ in gross food sales** while saving our partners over **$700M in third-party commission fees**. Through our white-label ordering solutions, a growing demand network (including Google, Yelp, Apple, and Snap), and a diner-friendly marketplace, we empower independent restaurants to own their customer relationships and avoid inflated pricing and fees charged by 3rd party delivery apps like Uber and Doordash. Founded in 2012, we’ve navigated rapid growth and transformation—from startup roots through the pandemic boom—and are now beginning an exciting new era under our CEO, **Kanika Soni**. As we evolve with new leadership and cutting-edge tools, we’re deepening our commitment to helping local restaurants thrive in the digital economy. **About the Position:** As a Strategic Outside Sales Manager, you will lead a team of Territory Managers focused on high-velocity acquisition of independent restaurants. This role is ideal for a hands-on leader who has personally sold in SMB, understands volume-driven sales motions, and has consistently delivered results as a people manager. You will be a player/coach expected to sell SMB and Mid Market sized deals in order to ensure continuous alignment and understanding of the challenges sellers face on a daily basis. You’ll be responsible for driving predictable revenue, strategic initiatives—including building strategy on how to develop the region through strategic sales and strategic referral partners—developing top talent, and reinforcing a disciplined outside sales motion and metrics-driven sales culture. This role reports directly to the Director of Sales and will manage a team of ~10 Territory Managers. Requires travel in markets located in South & Central Florida, Chicago, Virginia & West Virginia, Washington, California, Kentucky & North Carolina at least 2 times a month. This is a remote role based in the United States. **Please note:** ChowNow is not eligible to employ in every state and the recruiting team will confirm location and eligibility before moving past initial stages. **WHAT WE LOVE ABOUT YOU:** **You put restaurants first.** You deeply understand the importance of local restaurants and put them at the center of everything you do. You aim to help them not only survive but thrive. **You celebrate diversity.** You recognize that diversity and inclusivity matter. You’re committed to progress, which means everyone gets the support and resources they need, no matter who they are. You have an ability to listen to other team members' ideas and can thrive in an environment that embraces individuality. Everyone’s voice counts. **You raise your hand.** You consistently go above and beyond what is asked of you. You help your peers accomplish their tasks while also excelling at accomplishing your own. When you have a smart idea, you raise your hand and share it. **You keep reaching.** You set clear ambitious goals. You don’t allow yourself to become complacent with where you’re at and what you’ve done, so you seek out new opportunities and challenges. ### Specifically, you will: - Lead, coach, and develop a team of SMB Territory Managers in a high-velocity sales environment - Drive consistent performance against weekly, monthly, and quarterly revenue target - Travel to Territory Managers at least 2 times a month to drive productivity through in-person coaching and co-selling - Run effective 1:1s, pipeline reviews, forecast calls, and live call coaching - Maintain accurate forecasting within ±15% variance through disciplined pipeline management - Partner closely with Sales Enablement to identify skill gaps and deliver targeted training - Collaborate with Revenue Operations on process optimization, tooling, and reporting - Hire, onboard, and ramp top-performing sales talent - Ensure strong Salesforce hygiene and data integrity to maximize conversion and productivity - Build and sustain a high-performance, high-accountability team culture - Dive in personally as a player/coach to help support your team and close deals individually ### Within 30 Days You’ll: - Progress through our Ramp Camp (ChowNow’s New Hire Onboarding Experience) - Shadow in-person selling and sales calls - Cross-train with Onboarding, Customer Success, and Support to understand the full customer lifecycle - Launch weekly 1:1s and establish individual development plans - Build and customize Salesforce dashboards for pipeline visibility, conversion, and rep productivity - Begin weekly reporting cadence on attainment, conversion rates, and pacing ### Within 60 Days You’ll: - Complete a full team assessment and deliver targeted coaching plans both virtually and in-person - Partner with Enablement to launch training focused on highest-impact performance gaps - Meet with multiple restaurant partners to deepen understanding of buying triggers and competitive positioning - Publish your first playbook updates based on real deal data and customer insights ### Within 90 Days You’ll: - Implement at least one process or tooling improvement with Revenue Ops - Establish an ongoing Territory Manager hiring pipeline in partnership with Recruiting - Operationalize playbook governance—win/loss reviews, talk track iteration, and adoption accountability - Drive measurable improvements in data integrity, conversion rates, and forecast accuracy - Build a strong, engaged, execution-focused team culture - Start making 5-10 discovery calls a month in order to work toward your first close ### You Should Apply If You Have: - 4+ years of Strategic sales management experience in SMB, high-velocity SaaS or marketplace environments - Demonstrated experience in strategic sales - Demonstrated experience in both inside and outside sales - A proven track record of consistently hitting or exceeding quota as a manager - Prior experience selling SMB yourself—you understand the motion, objections, and pace - Demonstrated success improving conversion rates, ramp times, and rep productivity through both virtual and in-person coaching - Strong coaching instincts with a people-first leadership style - Deep comfort with Salesforce, forecasting, pipeline analysis, and performance metrics - The ability to balance strategy and execution—you can build the plan and jump in to close when needed ### About Our Benefits: - **Estimated On Target Earnings (OTE):** $130,000-$165,000 (depending on candidate experience and location) - Ongoing training and growth opportunities. - A "Best Place to Work" winner multiple times where we focus on creating a great employee experience. - Rock solid medical, dental, and vision plans. - Mental Health Coverage - we offer several programs to support your mental health and wellness goals. - Unlimited Paid Vacation. We expect you to work hard, but still enjoy your personal life - 7 weeks of baby bonding time for all new parents (within the first year of birth or adoption), 8 Weeks of Paid Pregnancy Leave. - 401(k) Matching - Employer-contributing student loan assistance program or continuing education reimbursement program - Employee Stock Incentive Plan. - Pet insurance for your fur babies - Consistent & fair leadership: we’ll share info, set clear goals, show you respect, and treat everyone fairly. - Enough freedom to spread your wings while still holding you accountable.