Director of Sales

unPLUG Dining; New York (NY); On-site; USD 275,000 - 325,000; Full time

Job summary

unPLUG Dining is seeking a Director of Sales to become our first true sales leader and help build the commercial organization from the ground up. This player‑coach role requires hands‑on sales leadership, strategic deal coaching, and the ability to scale a repeatable enterprise motion alongside the CEO.

You will personally lead mid‑market and enterprise opportunities, build the sales playbook, recruit and develop Account Executives, and raise the performance bar across the team as we move from

Qualifications

• Experience building or materially improving a sales organization in an early-stage B2B SaaS company.
• Proven success selling complex SaaS solutions into mid-market and enterprise customers.
• Experience navigating multi-stakeholder, consultative sales cycles and selling to senior executives.

Responsibilities

• Build the sales playbook: turn founder-led selling into a disciplined, repeatable enterprise sales motion from prospecting through close and expansion.
• Sell: personally prospect, develop, and close strategic mid-market and enterprise opportunities while helping the CEO navigate our most important deals.
• Create pipeline rigor: establish qualification standards, pipeline management, forecasting, CRM discipline, conversion metrics, and accountability across the funnel.
• Sharpen our commercial narrative: improve messaging, value proposition, competitive positioning, and consultative selling methodology.
• Build the team: recruit, ramp, coach, and develop Account Executives as the organization scales.
• Raise the standard: foster preparation, urgency, accountability, continuous improvement, and quota attainment.
• Partner cross-functionally: work with Product, Marketing, CS, and leadership to bring market intelligence into strategy.

Skills

Enterprise sales

Leadership

Pipeline management

Consultative selling

Hiring/people development

Communication

Tools

CRM (Salesforce)

Job description

Agentic Enterprise SaaS | Player-Coach | Commercial Buildout

Location: New York City | On-site

Reports to: CEO

Target OTE: $275K–$325K | Meaningful early-stage equity

About unPLUG

unPLUG is building the Autonomous Growth Engine for restaurants: an AI-native platform that helps multi-unit restaurant brands drive measurable revenue growth across ordering, guest data, loyalty, lifecycle marketing, and digital execution.

We sit at the intersection of software, data, and hands‑on execution. Rather than simply providing tools, unPLUG works alongside restaurant operators to identify growth opportunities and increasingly uses AI to execute against them autonomously.

We are entering our next stage of growth and building the commercial organization that can take unPLUG from founder‑led sales to a scalable, repeatable enterprise sales engine.

The Role

We are looking for a Director of Sales to become our first true sales leader and help build the commercial organization from the ground up.

This is a player‑coach role. You will work directly alongside the CEO to refine our sales motion, personally lead strategic opportunities, build the sales playbook, establish operating rigor, and hire and develop a high‑performing team of Account Executives.

This is not a role for someone who wants to inherit a large team or simply manage an existing process. We want a builder who has carried a bag, knows how to win complex enterprise deals, and is excited to turn what works in founder‑led sales into a repeatable system others can execute.

What You'll Own

• Build the sales playbook: Turn founder‑led selling into a disciplined, repeatable enterprise sales motion from prospecting through close and expansion.
• Sell: Personally prospect, develop, and close strategic mid‑market and enterprise opportunities while helping the CEO navigate our most important deals.
• Create pipeline rigor: Establish qualification standards, pipeline management, forecasting, CRM discipline, conversion metrics, and accountability across the funnel.
• Sharpen our commercial narrative: Continuously improve messaging, value proposition, competitive positioning, and consultative selling methodology.
• Build the team: Recruit, ramp, coach, and develop Account Executives as the organization scales.
• Raise the standard: Create a culture of preparation, urgency, accountability, continuous improvement, and consistent quota attainment.
• Partner cross‑functionally: Work closely with Product, Marketing, Customer Success, and leadership to bring market intelligence into company strategy.

What We're Looking For

• A proven player‑coach with a track record as both a top‑performing seller and an effective sales leader.
• Experience building or materially improving a sales organization in an early‑stage B2B SaaS company, ideally during the journey from approximately $1M to $20M+ ARR.
• Demonstrated success selling complex $50K–$500K+ SaaS solutions into mid‑market and enterprise customers.
• Experience navigating multi‑stakeholder, consultative sales cycles and selling to senior executives.
• Strong command of pipeline management, forecasting, sales methodology, and data‑driven performance management.
• A track record of hiring, developing, and retaining exceptional sales talent.
• Exceptional ability to craft a narrative, communicate business value, negotiate, and close.
• High intellectual curiosity, commercial judgment, work ethic, and a genuine builder mentality.
• Comfortable operating in an environment where the playbook is still being written.

Experience in restaurant technology, hospitality technology, franchised organizations, marketing technology, or adjacent vertical SaaS is valuable, but exceptional sales talent matters more than industry experience.

Why unPLUG

You will have the opportunity to build the commercial engine of an early‑stage company at an inflection point: working directly with the founder, selling to sophisticated enterprise customers, shaping the GTM strategy, recruiting the team around you, and creating the foundation for the next several stages of growth.

For the right person, this role has a clear path toward becoming the long‑term leader of unPLUG's sales organization.