Senior Director of Sales — Drive-Thru

Job description

**This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Senior Director of Sales — Drive-Thru based in Canada.** The Senior Director of Sales will lead commercial growth for a drive-thru technology solution across the Americas, with an immediate focus on the United States. This senior, hands-on leadership role is responsible for acquiring new quick-service restaurant (QSR) brands, expanding strategic accounts, and converting complex enterprise opportunities into sustainable recurring revenue. The successful candidate will shape regional go-to-market execution, build trusted relationships with C-suite executives, and develop effective sales strategies across direct and partner-led channels. Working closely with global leadership and cross-functional teams, this leader will drive pipeline generation, improve conversion rates, and support successful customer deployments and long-term expansion. The role offers an opportunity to build regional sales capabilities, establish scalable commercial processes, and help accelerate technology adoption across large restaurant groups and franchise networks. ### 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 NextGen 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, build trusted commercial relationships, map complex accounts, identify internal champions, and secure executive sponsorship. - Strong prospecting, discovery, presentation, negotiation, and strategic account development skills. - Advanced commercial and operational capabilities, including pipeline management, sales forecasting, CRM discipline, sales performance tracking, pricing, margin management, and contract negotiation. - Sound commercial judgment and the ability to prioritize opportunities and allocate resources based on strategic value, customer potential, and likelihood of conversion. - Entrepreneurial, self-directed leadership style, with the ability to build a market and create sales momentum rather than relying on an established sales engine. - Strong cross-functional collaboration and stakeholder management skills, including the ability to coordinate teams and specialist resources around complex opportunities. - Ability to balance strategic planning with hands-on prospecting, customer engagement, and deal execution. - Willingness and ability to learn from global subject-matter experts, transfer knowledge into regional operations, and progressively build an independently functioning sales organization. - Executive presence, strong communication skills, and a results-oriented approach to developing customer relationships and converting strategic opportunities into revenue. ### Benefits: - Remote work arrangement within the United States, as stated in the original job description. - Senior commercial leadership opportunity with responsibility for growth across the Americas. - Opportunity to shape regional go-to-market strategy and develop a scalable sales organization. - Exposure to enterprise customers, executive-level relationships, strategic channel partnerships, and cross-functional collaboration. - Opportunity to contribute to the adoption of technology solutions across large restaurant groups and multi-site businesses.