Senior Director of Sales — Drive-Thru, Americas

Job description

About the role DTiQ is seeking an experienced, commercially driven Senior Director of Sales to lead DriveThruIQ growth across the Americas, with an immediate focus on the United States. This is a senior, hands-on commercial leadership role responsible for identifying and acquiring new QSR brands, penetrating strategic accounts, building executive-level relationships, and converting opportunities into long-term recurring revenue. The successful candidate will act as the commercial figurehead for DriveThruIQ in the US, developing and executing the regional go-to-market strategy while working closely with the Global Head of Drive-Thru Sales, Customer Experience (CX), Marketing, Product, and Channel Partners. The role will initially leverage global leadership and strategic CX expertise on key opportunities, with the longer-term objective of developing an increasingly autonomous regional sales capability. What you'll do 1. Go-to-Market Strategy & Target Account Development Execute the 2027 DriveThruIQ go-to-market strategy across the US. Identify, prioritize, and pursue high-potential QSR brands and strategic target accounts. Develop account penetration plans aligned to brand growth potential, technology requirements, and commercial opportunity. Identify opportunities arising from legacy technology replacement, competitor end-of-life cycles, new store development, and technology transformation. Determine the most effective route to market for each opportunity, using direct sales, channel partners, or a combination of both. 2. New Business Development & Enterprise Sales Own the new-logo acquisition strategy, from initial prospecting through to contract execution. Build relationships with C-suite executives and senior leaders across Operations, Technology, Digital, and Restaurant Development. Secure executive meetings, conduct discovery, qualify opportunities, and develop compelling business cases. Lead complex enterprise sales cycles, including demonstrations, solution validation, commercial negotiations, and closing. Convert qualified opportunities into initial deployments and establish a clear path to multi-site expansion. 3. Pipeline Generation & Revenue Growth Build and maintain a consistent pipeline of qualified new-business opportunities. Establish clear pipeline coverage, sales targets, conversion expectations, and forecasting discipline. Maintain accurate CRM records, opportunity stages, close plans, and next steps. Track performance against revenue, new-logo acquisition, pipeline creation, and conversion targets. Identify and address bottlenecks across the sales cycle to improve conversion and sales velocity. 4. Strategic Account Penetration Develop multi-threaded relationships across priority brands, engaging decision-makers, influencers, and internal champions. Build account strategies that extend beyond the initial deployment to additional sites, brands, and regions. Work with Account Executives to ensure new customer wins transition into structured account growth and expansion plans. Identify opportunities to introduce additional DriveThruIQ capabilities and transition legacy estates to Vision / NextGen solutions. 5. Channel & Partner Development Work with the Global Head of Drive-Thru Sales to activate and leverage channel partners across the Americas. Identify opportunities where partner relationships, market access, and deployment capabilities can accelerate growth. Develop joint account plans, pipeline opportunities, and co-selling strategies with selected partners. Support partner enablement and hold partners accountable for meaningful pipeline contribution and commercial outcomes. 6. Cross-Functional Leadership Coordinate with CX, Product, Marketing, Technical, and Operations teams to progress strategic opportunities. Engage specialist resources based on opportunity size, complexity, and strategic importance. Lead the sales process while ensuring clear ownership, accountability, and customer handover. Work with CX and Account Executives to support successful deployment, adoption, retention, and expansion. 7. Build Regional Sales Capability Initially work alongside global leadership and strategic CX resources on major demonstrations, executive engagements, and complex opportunities. Rapidly develop the capability to independently lead discovery, demonstrations, negotiations, and closing. Establish repeatable sales processes and best practices that can be scaled across the Americas. Support the development and performance of Account Executives, ensuring clear accountability for account growth and expansion. Key Success Measures Performance will be measured against agreed commercial targets, including: New-logo acquisition and revenue attainment. Qualified pipeline creation and pipeline coverage. Conversion rates and sales-cycle velocity. Executive engagement and penetration of priority target brands. Initial deployments and subsequent multi-site expansion. Channel-generated pipeline and partner contribution. Forecast accuracy and CRM discipline. Progress toward an independently operating Americas sales function. Qualifications Enterprise Sales Leadership Significant experience in enterprise B2B sales, strategic account acquisition, and complex commercial negotiations. A proven track record of winning new customers and developing substantial sales pipelines. Experience managing long sales cycles involving multiple stakeholders, procurement, and executive decision-makers. QSR & Technology Experience Strong preference for experience within Quick Service Restaurants (QSR), restaurant technology, hospitality technology, or adjacent enterprise technology markets. Understanding of restaurant operations, multi-site businesses, franchise models, and technology-led operational improvement. Ability to translate technical solutions into measurable business outcomes and ROI. Executive-Level Relationship Building Demonstrated ability to engage senior executives and establish trusted commercial relationships. Strong prospecting, account mapping, discovery, presentation, and negotiation skills. Ability to build internal champions and secure executive sponsorship. Commercial & Operational Discipline Strong pipeline management, forecasting, CRM, and sales performance management capabilities. Commercial acumen across pricing, margin, negotiation, and contract structures. Ability to prioritize opportunities and allocate resources based on strategic value and likelihood of conversion. Leadership & Execution Entrepreneurial, self-directed, and comfortable building a market rather than inheriting a mature sales engine. Strong cross-functional collaboration and stakeholder management. Able to balance strategic thinking with hands-on prospecting and deal execution. Capable of learning from global subject-matter experts, transferring that knowledge into the regional team, and operating independently. The Ideal Candidate The ideal candidate is a proven enterprise sales hunter with strong QSR relationships, technology credibility, and executive presence . They know how to open doors with major brands, build a qualified pipeline, navigate complex organizations, and convert strategic opportunities into revenue. About DTIQ Technologies, Inc DTiQ is the world's leading provider of intelligent video-based surveillance and loss prevention services. With over 20 years of service, enhancing over 8 million consumer experiences daily; DTiQ has over 45,000 customers including corporations and/or franchisees such as Burger King, KFC, and McDonald's to name a few. If you are interested in technology, loss prevention, or hospitality, advance your career at DTiQ! We're always seeking smart, talented, and driven individuals to work in our fun and fast-paced environment.