Vice President of Sales

Grubbrr; Boca Raton (FL); Hybrid; USD 180,000 - 240,000; Full time

Benefits offered by this job

Executive compensation package

Equity participation

Comprehensive benefits program

Job summary

GRUBBRR seeks a seasoned Vice President of Sales to build a high-performing direct sales team, expand a reseller and channel ecosystem, and close strategic opportunities. You will own both direct and indirect revenue, with a focus on scalable growth and executive engagement.

You will report to the President and shape the growth strategy across multi-channel routes to market, partnering with marketing, customer success, and product to win major customers and expand the GRUBBRR footprint.

Qualifications

• Experience leading B2B technology sales teams with revenue responsibility.
• Proven ability to grow revenue and build high-performing sales orgs.
• Proven track record developing reseller/channel/partner programs that drive revenue.

Responsibilities

• Develop and execute GRUBBRR's sales strategy across direct and reseller sales.
• Lead, coach and develop the direct sales organization with clear expectations and metrics.
• Own the reseller and channel strategy to generate growth through indirect sales.
• Build and expand relationships with reseller and channel partners to boost revenue.
• Recruit, onboard and develop new reseller partners to expand reach.
• Create a scalable channel program with clear partner expectations and enablement.
• Align direct and channel sales to maximize opportunities and manage channel conflict.
• Establish a disciplined sales process from prospecting to closing.
• Implement forecasting and pipeline-management practices for visibility.
• Participate in strategic and enterprise opportunities to accelerate outcomes.
• Recruit and retain top sales talent as the organization scales.
• Evaluate territory/account strategies and compensation plans for productivity.
• Collaborate with marketing, partnerships, CS, product and ops for coordinated growth.
• Develop strategies for enterprise accounts and high-value segments.

Skills

Leadership

Channel development

Sales strategy

Forecasting

Executive communication

Enterprise sales

Job description

Vice President of Sales

Boca Raton, Florida preferred

Exceptional candidates outside South Florida considered

GRUBBRR is seeking an accomplished Vice President of Sales to help lead our next phase of growth. We are looking for a builder, a coach and a closer: someone who can develop a high-performing direct sales organization, expand a meaningful reseller and channel ecosystem, and remain close enough to the market to help win important customers personally. This is not a position for someone looking simply to inherit a sales team and manage a forecast.

GRUBBRR is transforming the way restaurants and other businesses transact with their customers through self-ordering technology. Our platform combines software, hardware and deep integrations across the restaurant technology ecosystem, helping operators improve throughput, increase average ticket size, reduce operating friction and create a better customer experience.

We have built the technology, established meaningful customer relationships and developed partnerships across a broad technology ecosystem. Our next Vice President of Sales will have the opportunity to build upon that foundation and help determine how GRUBBRR scales from here.

The Opportunity

Reporting directly to the President of GRUBBRR, the Vice President of Sales will lead the company's sales organization and play a central role in developing and executing our growth strategy. The role encompasses both direct and indirect revenue. In addition to leading and developing GRUBBRR's direct sales team and helping close strategic opportunities, the Vice President of Sales will take ownership of growing our reseller channel. This includes strengthening existing partner relationships, identifying and recruiting new reseller opportunities, and building a scalable channel strategy capable of generating meaningful and sustainable revenue.

You will inherit an established business, team and partner ecosystem, but this is very much a building role. We want a leader who will assess what is working, identify what can be improved and create the structure, discipline and energy needed to produce consistent, scalable growth across multiple routes to market.

The right person will be equally comfortable discussing sales strategy with the President and executive leadership team, coaching a salesperson through an opportunity, developing a reseller relationship, meeting with the leadership of a major restaurant brand and stepping directly into a critical deal when their involvement can make a difference.

What You'll Lead

• Develop and execute GRUBBRR's overall sales strategy and revenue plan across both direct and reseller/channel sales.
• Lead, coach and develop the direct sales organization with clear expectations, accountability and measurable performance standards.
• Take ownership of GRUBBRR's reseller and channel strategy, with responsibility for creating meaningful revenue growth through indirect sales.
• Develop and expand relationships with existing reseller and channel partners, improving engagement, productivity and revenue contribution.
• Identify, recruit and onboard new reseller partners that can expand GRUBBRR's reach into attractive customer segments and markets.
• Build a scalable channel program with clear partner expectations, enablement, performance measurement and accountability.
• Create alignment between the direct sales organization and channel partners to maximize opportunities while effectively managing account ownership and potential channel conflict.
• Build a predictable and disciplined sales process across prospecting, qualification, pipeline development, proposals, negotiation and closing.
• Establish meaningful forecasting and pipeline-management practices that provide leadership with clear visibility into both direct and channel-generated business.
• Personally participate in strategic and enterprise opportunities where executive involvement can accelerate or improve the outcome.
• Recruit, develop and retain high-performing sales talent as the organization grows.
• Evaluate territories, account strategies, compensation plans, sales tools and organizational structure to maximize productivity.
• Work closely with marketing, partnerships, customer success, product and operations to create a coordinated approach to growth.
• Develop strategies for enterprise accounts, multi-unit operators, franchise organizations and other high-value customer segments.
• Bring the voice of customers, partners and the marketplace into executive-level decisions regarding products, positioning and growth opportunities.

What We're Looking For

We are looking for someone who has demonstrated that they can lead salespeople, build channels and sell.

Successful candidates will likely bring:

• Significant experience leading B2B technology sales teams with meaningful revenue responsibility.
• A track record of growing revenue and building or improving high-performing sales organizations.
• Demonstrated experience developing reseller, channel, referral or strategic partner programs that generated measurable revenue.
• The ability to grow existing partner relationships while identifying, recruiting and developing new reseller opportunities.
• Experience managing both direct and indirect sales motions, including the ability to create alignment between internal sales teams and outside partners.
• Experience selling complex technology solutions to sophisticated business customers.
• Demonstrated success closing large or strategically important accounts.
• Strong command of pipeline management, forecasting, sales metrics and performance management across multiple routes to market.
• Experience recruiting, coaching and developing sales professionals.
• The ability to operate effectively in a fast-moving, entrepreneurial company where leaders are expected to solve problems rather than simply identify them.
• Executive presence and the ability to communicate credibly with CEOs, operators, franchise organizations, technology partners, resellers and other senior decision-makers.
• A leadership style that combines accountability, urgency, judgment and a willingness to remain engaged in the business.

Experience within restaurant technology, hospitality technology, POS systems, payments, SaaS, retail technology or another technology ecosystem serving multi-location businesses would be particularly valuable.

The Person Who Will Thrive Here

• You are competitive without being political.
• You create accountability without creating unnecessary bureaucracy.
• You enjoy developing people and partnerships, but you are willing to make difficult decisions when necessary.
• You recognize that scalable growth can come through multiple routes to market and know how to build direct and channel strategies that complement one another.
• You use data and process, but you don't hide behind them.
• You can operate strategically while still being willing to get involved in the details of an important opportunity or partner relationship.
• You are comfortable working closely with company leadership and taking meaningful ownership for results.
• Most importantly, you want the responsibility that comes with helping shape a company's growth rather than simply occupying a role within an established sales organization.

Location

GRUBBRR is headquartered in Boca Raton, Florida, and candidates based in or willing to relocate to South Florida are strongly preferred. We also recognize that exceptional sales leadership is not limited by geography. Highly qualified candidates located outside South Florida may be considered, provided they are able to maintain the level of travel, executive engagement and team interaction required for the role.

Compensation and Benefits

GRUBBRR offers a competitive executive compensation package that includes base salary, performance-based incentive compensation, equity participation and a comprehensive benefits program.

Why GRUBBRR

GRUBBRR operates at the intersection of several major changes in commerce: automation, self-service, digital ordering and changing consumer expectations. Our technology is already being deployed by recognizable brands and integrates broadly within the restaurant technology ecosystem. The opportunity now is to expand that footprint and build an increasingly scalable revenue organization through both direct sales and a growing network of reseller and channel partners. For the right leader, this is an opportunity to work directly with company leadership, influence the direction of the business and have a measurable impact on GRUBBRR's next stage of growth. We aren't looking for someone to maintain what already exists. We're looking for someone who wants to help build what comes next.