Senior Director of Sales — Drive-Thru

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. \n

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.

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