The Opportunity
Black Box Intelligence is seeking an experienced new-logo hunter to acquire new customers and grow market share with our existing Financial, Workforce, Guest, and Performance Intelligence solutions. You will sell to multi-unit restaurant and hospitality brands of all sizes, including major enterprise organizations, helping senior leaders connect business intelligence to measurable improvements in performance.
Candidates must be authorized to work in the U.S. at the time of application. Visa sponsorship is not available for this position.
This individual contributor role owns the full sales cycle, from self-generated pipeline and executive discovery through negotiation and closing. Success requires industry knowledge, disciplined prospecting, and a proven ability to turn complex business challenges into compelling reasons to buy.
Reports to Chief Revenue Officer | Travel Approximately 20%
What you will do
- Win new logos and achieve or exceed an individual revenue quota through consistent prospecting, account planning, and closing.
- Build and manage a qualified pipeline through targeted outbound outreach, referrals, industry events, and collaboration with marketing.
- Engage CEOs, CFOs, COOs, CHROs, CMOs, and other senior stakeholders in consultative conversations about restaurant economics, labor, profitability, guest experience, and operating performance.
- Position BBI’s Financial, Workforce, Guest, and Performance Intelligence solutions around each prospect’s priorities and measurable business outcomes.
- Lead discovery, develop value propositions and business cases, and coordinate demonstrations with solution engineering and other internal partners.
- Navigate complex buying processes, align multiple stakeholders, manage competitive opportunities, and negotiate agreements through contract execution.
- Maintain accurate CRM records, opportunity plans, and forecasts; take ownership of pipeline quality, deal progress, and revenue commitments.
- Partner with client success to ensure a clear handoff of customer goals and commitments, and share market feedback to strengthen sales execution.
What you bring
- At least 5 years of experience selling technology solutions into restaurant or hospitality organizations.
- Experience with selling SaaS products and services
- A demonstrated record of acquiring new customers and achieving or exceeding sales quotas.
- The ability to generate pipeline independently and manage the full sales cycle with accountability and sound judgment.
- Prior experience in Salesforce
- Experience with consultative, outcome-based selling to senior executives and navigating complex, multi-stakeholder decisions.
- Knowledge of the restaurant technology landscape, key industry players, competitive solutions, and the business challenges facing multi-unit operators.
- Strong discovery, presentation, negotiation, and written communication skills, with disciplined CRM and forecasting practices.
- Willingness to travel approximately 20% for customer meetings and industry events.
Preferred Experience
- Selling restaurant back-office, financial management, labor management, or operational analytics solutions.
- Experience at Restaurant365, Crunchtime, Fourth, MarginEdge, or a comparable restaurant technology provider.
- Developing business cases and selling to enterprise restaurant or hospitality organizations.
Compensation
Proposed annual base salary range: $100,000–$125,000 USD. Placement within the range will reflect relevant experience and demonstrated sales performance.
This range is base salary only. Sales incentive compensation and target on-target earnings (OTE) are to be confirmed under the role’s compensation plan; OTE is not represented by the base salary range.
Equal Opportunity Employer
Black Box Intelligence is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All employment decisions are based on business needs, job requirements, and individual qualifications, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran, or disability status.