Fractional Sales Lead

About ORCA

ORCA is a vendor-agnostic restaurant data connectivity platform — the integration and orchestration layer that connects a restaurant brand's technology stack and makes that data actionable. Rather than building point-to-point integrations between every vendor combination, ORCA connects once and enables data to flow, workflows to run, and technology partners to work together without custom engineering for every new relationship. ORCA is early-stage, founder-led, and built for multi-unit restaurant brands navigating complex, growing tech stacks.

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The Role

ORCA is hiring its first dedicated sales leader — someone who can own the entire commercial motion from pipeline generation through signed contracts. This is a role for a senior, consultative closer who has sold complex software to enterprise restaurant brands, understands the restaurant technology ecosystem, and can walk into a conversation with a VP of IT, CTO, or COO and earn their trust before ever pitching a product.

What You Will Own

You will own the full sales lifecycle for ORCA's brand-side revenue:

• Pipeline generation: identify and pursue restaurant brands that fit ORCA's ideal customer profile - multi-unit operators (50–500 locations) with fragmented or growing tech stacks, active vendor consolidation or digital transformation underway, and tech-forward leadership willing to engage at a platform level rather than a point-solution level
• Discovery and qualification: lead early brand conversations with a consultative approach - asking the right questions to surface the real problem, understanding the full technology picture before positioning ORCA, and building the relationship before building the pitch
• Deal progression: move qualified opportunities through a defined, repeatable sales process from first conversation through scoping, MSA, and signed contract, with clear accountability at each stage
• Commercial structuring: work with the founding team to propose and finalize deal terms within agreed pricing bands, balancing ORCA's commercial goals with early-stage case study and partnership objectives
• Handoff and continuity: transition signed deals cleanly to the technical team for onboarding, maintaining the brand relationship through the early integration period to ensure momentum doesn't stall post-signature
• Pipeline intelligence: maintain accurate pipeline tracking and share regular deal status updates with the founding team so resources and priorities can be allocated intelligently

What You Bring

• 8+ years of B2B restaurant tech sales experience, with a strong preference for experience selling into multi-unit restaurant brands
• A track record of closing deals: you can point to specific logos you brought in, deal sizes you closed, and pipeline you built from scratch
• Technical conversance: you are comfortable holding a substantive conversation about integration architecture, data flows, and tech stack complexity 
• Consultative instincts: you lead with questions, not pitches. You are genuinely curious about how a restaurant's operations work and what's breaking down, and you use what you learn to tell the ORCA story in their language, not yours
• Existing relationships in the restaurant and restaurant technology space: you can bring introductions to CTOs, VPs of IT, COOs, or digital/operations leads at multi-unit brands
• Self-sufficiency: you build your own pipeline, manage your own calendar, and track your own activity. xhyhwjd Comfort with AI tools and lightweight project management tools is a plus
• Comfort with ambiguity and early-stage dynamics

Compensation Structure

This role is initially structured as a fractional engagement, compensated through a hybrid structure of retainer and commission tied to deals closed. 

What Success Looks Like in the First 90 Days

• Deep familiarity with ORCA's platform, value proposition, ICP, and competitive positioning; able to carry a first and second sales conversation independently
• Active pipeline of 5-10 qualified brand conversations, sourced independently 
• At least one deal progressed to MSA stage
• Pricing and discovery frameworks internalized and actively applied, with feedback incorporated into the evolving sales playbook
• Trusted working relationship with the broader team