Vertical Sales Lead: Restaurants & Bars

OmniHyper Limited; Sydney; Hybrid; AUD 140,000 - 230,000; Full time

Benefits offered by this job

Equity opportunity

Flexible hybrid working

Job summary

OmniHyper Limited is seeking a Vertical Sales Lead for Restaurants & Bars to build and close enterprise and mid‑market deals across Australia, New Zealand and SEA. You will own strategy, pipeline and partnerships, while driving retention and expansion through consultative account management.

The role blends hunting and farming, with a focus on measurable commercial outcomes such as direct bookings, revenue uplift or cost reduction. Travel across the region will be required.

Qualifications

• 5–8+ years selling into restaurants/bars or hospitality tech
• Proven success in enterprise and mid‑market SaaS/tech sales
• Deep network of buyers/senior contacts in the vertical
• Strong commercial acumen – pricing, contracting and rollout economics
• Experience with CRM (Salesforce) and RevOps attribution
• Comfortable owning both hunting and farming
• Excellent negotiation, presentation and written communication skills
• Willingness to travel across AU/NZ/SEA

Responsibilities

• Own the full sales cycle: prospecting, qualification, demos, proposals, negotiation, close.
• Build a healthy vertical pipeline across enterprise, mid-market and channel segments.
• Execute enterprise sales motions for groups and multi-site operators with terms.
• Develop value-based offers and pilots with clear success metrics.
• Design and commercialise value-led solutions for restaurants/bars with measurable outcomes.
• Collaborate with Demand Gen to convert results into GTM assets.
• Define pricing, contract models and integration pathways for scalable deployments.
• Own onboarding and quarterly reviews for vertical accounts.
• Maintain executive relationships and identify upsell opportunities across OmniHyper products.
• Drive retention and growth through proactive account management.

Skills

Enterprise SaaS sales

Restaurant/F&B vertical

Sales pipeline management

Negotiation

CRM (Salesforce)

Hunter + Farmer

Travel willingness

Stakeholder management

Written communication

Tools

Salesforce

Job description

Compensation will reflect the candidate’s track record in enterprise SaaS or tourism-tech sales and ability to deliver measurable revenue growth.

Role Purpose

The Vertical Sales Lead – Restaurants & Bars will build and close enterprise and mid-market deals across restaurant groups, QSRs, hotel-attached F&B, bars and owner-operated venues in Australia, New Zealand and SEA. This is a hunter + farmer role: you will secure enterprise and mid-market contracts, structure pilots or proof-of-value programmes where useful, and then own the ongoing consultative account relationship – driving retention, expansion and strategic partnerships. You’ll be the vertical expert for OmniHyper – owning strategy, pipeline and partnerships for Restaurants & Bars.

Key Objectives

• Win enterprise and mid-market accounts that deliver predictable ARR and strong average contract value.
• Secure and grow commercial contracts by delivering measurable commercial outcomes for clients (direct bookings, revenue uplift or cost reduction), then converting those outcomes into retention and expansion through consultative account management.
• Build and maintain a robust vertical pipeline and a repeatable GTM playbook that scales the Restaurants & Bars category.
• Own client onboarding and quarterly business reviews, ensuring customers see clear value and that upsell / expansion opportunities are routinely identified and captured.
• Establish and leverage strategic partnerships (ticketing/booking platforms, POS, DMOs, franchise groups and other channel partners) that accelerate distribution and shorten time-to-value.

Key Responsibilities

• Own the full sales cycle: prospecting, qualification, solution demonstrations, commercial proposals, negotiation, close, and coordination of delivery with internal teams.
• Build and maintain a healthy vertical pipeline across enterprise, mid-market and channel segments.
• Execute enterprise sales motions for groups and multi-site operators, negotiating commercial and rollout terms.
• Develop commercial offers and proof-of-value programs (where appropriate) that include clear success metrics and a path to scalable rollouts.
• Design and commercialise value-led solutions for restaurants and bars, ensuring offers deliver measurable client outcomes (direct reservations/bookings, revenue uplift, cost reduction or guest engagement improvements).
• Work with Demand Gen to translate client results into repeatable GTM assets (case studies, pricing templates, and playbooks).
• Define pricing, contract models and integration pathways that support scalable deployments.

Account Management & Expansion

• Own onboarding and quarterly performance reviews (QPRs) for vertical accounts, ensuring clients quickly realise commercial value.
• Maintain executive relationships and act as a consultative advisor to clients, identifying and capturing upsell and expansion opportunities across OmniHyper products (Helium, Zone, AI Source, HyperGift, ORCA, OneVow).
• Drive retention and growth through proactive commercial and strategic account management.

Vertical Strategy & Partnerships

• Build and maintain the vertical GTM playbook – target lists, messaging, pricing, partner map, objection handling and sales assets.
• Secure strategic partnerships that materially accelerate distribution and shorten time-to-value (examples: POS / reservations platforms like SevenRooms, Resy, OpenTable; franchisor agreements; aggregator/reseller partnerships; local hospitality groups).
• Represent OmniHyper in the market as the vertical lead at industry events, trade shows and with tourism bodies.
• Work closely with Head of Demand Generation to run vertical campaigns and nurture enterprise leads.
• Partner with CRO (Michael) to ensure correct opportunity attribution, forecasting and pipeline hygiene.
• Coordinate with Mae (AI Strategist) for client reporting and insights to support QPRs and commercial conversations.
• Provide market intelligence and prioritised feature requests to Product and Marketing.
• Report weekly on pipeline, forecast, risks and the outcomes of commercial programmes and major opportunities.

Required Skills & Experience

• 5-8+ years selling into restaurants / bars / F&B groups or adjacent hospitality technology verticals (POS, reservation systems, franchised food groups).
• Proven success in enterprise and mid-market SaaS or technology sales.
• Deep network of buyers / senior contacts in the vertical (group operations, marketing leads, franchisor heads, revenue managers, owners).
• Strong commercial acumen – pricing, contracting and rollout economics for multi-site deals.
• Experience working with CRM (Salesforce) and working with RevOps to define attribution and pipeline rules.
• Comfortable owning both hunting (new business) and farming (retention/upsell).
• Excellent negotiation, presentation and written communication skills.
• Willingness to travel across AU / NZ / SEA as required.
• Understanding of covers/yield management, menu-driven upsell strategies and F&B cost / margin dynamics.
• Existing relationships with major F&B groups, franchise networks or hospitality buying groups.

Performance Metrics

• ARR / ACV booked (quarterly / annual quota).
• Number of deals closed and average ACV.
• Average sales cycle length (days) / Deal velocity.
• Pipeline coverage: value of qualified pipeline vs quota (e.g., 3-4x).
• Time to first revenue (contract → first invoiced ARR).
• Client satisfaction & QPR outcomes.

Why Join OmniHyper?

• Play a pivotal role in a company transforming from a leading digital agency into a global hospitality SaaS brand.
• Directly shape product-market fit for attractions & experiences while owning commercial outcomes.
• Work with experienced founders and a tight, decision-making leadership team.
• Flexible hybrid working and travel to the places you’ll sell to.
• Equity opportunity and career path to Head of Vertical Sales or Regional Sales Director.

We welcome the opportunity to speak further.

From accommodation and dining to tourism, wellness, transport, and events – if you’re in hospitality, we’re here to talk through challenges and explore how we can help you grow direct.