Senior Sales IC

ROLE DESIGN: US Market Sales Manager

Reports to: President

Partners with: CEO, Co-Founder & Board Chair, Advisors, SDR, Tech Team

Location: Chicago, Illinois

Territory: U.S. Market = continental U.S.

Travel: Up to 25% for client engagements, conferences, and team meetings

Compensation: $100K USD + OTE (base + variable), equity upside

ROLE OVERVIEW

The US Market Sales Manager will be a key senior sales hire at Smooth Commerce during a pivotal stage of growth. This role is built for a proven closer who thrives on building new relationships, uncovering opportunities, and winning deals in the restaurant technology space. You'll own the full sales cycle — leveraging SDR-sourced opportunities and self-generated pipeline — to drive new multi-location restaurant clients onto Smooth's digital ordering and loyalty platform.

As a senior individual contributor, you'll be accountable for generating new revenue while laying the foundation for a repeatable, scalable sales motion across mid-market and enterprise restaurant brands. The right candidate combines hunter mentality with strategic acumen — disciplined in execution, commercially sharp, and capable of evolving into a key sales leader as Smooth continues to expand in the U.S. market.

KEY RESPONSIBILITIES

Direct Selling (near-term focus)

• Drive new ARR through consultative sales into multi-unit restaurant chains (5–200+ locations).
• Navigate complex deals with multiple stakeholders, including operations, procurement, finance, and IT/security.
• Own pipeline generation, forecasting, and closing across deal values ranging from $50k to $500k+.
• Work inbound and SDR-qualified leads while also self-sourcing opportunities through proactive outreach, networking, and channel engagement.
• Collaborate with executives and advisors to advance high-value enterprise opportunities.

Sales Foundation and Playbook Development

• Establish scalable sales methodology, processes, and pipeline management standards tailored to Smooth's restaurant SaaS model.
• Develop repeatable collateral, proposal templates, and best practices for mid-market and enterprise selling.
• Collaborate with the President and advisors to refine lead qualification criteria, outbound strategy, and prospect targeting.
• Collaborate with leadership to refine and operationalize a repeatable mid-market and enterprise sales playbook that supports future team scale.

Leadership and Growth Potential (mid-term focus)

• Serve as a visible senior member of the commercial organization, mentoring colleagues and modeling enterprise-class selling.
• Contribute to the design and hiring roadmap as the sales organization expands.
• Potential to assume leadership responsibility for future sales hires as team structure evolves.

Cross-Functional Collaboration

• Partner closely with the President, CEO, and board advisors to advance enterprise sales opportunities.
• Surface client and prospect insights to inform product, partnership, and go-to-market discussions.
• Collaborate with partnerships and product teams as needed to support strategic enterprise deals.

CANDIDATE PROFILE

Must-Haves

• 5–10+ years of SaaS or SaaS-adjacent sales experience, ideally with exposure to restaurant or hospitality technology.
• Proven track record selling $50k–$500k+ ACV deals with multi-stakeholder buying processes.
• Experience navigating procurement, IT/security diligence, and enterprise contracting.
• Demonstrated success in new business generation and consistent quota attainment.
• Strong builder mentality: thrives in ambiguity, creates structure, and executes with discipline.
• Executive presence and credibility with C-suite and board-level stakeholders.

Nice-to-Haves

• Experience selling to restaurants, foodservice, or hospitality operators (POS, loyalty, digital ordering, delivery enablement).
• Exposure to partnership-driven sales motions or channel-enabled deals.
• Familiarity with both Canadian and US restaurant ecosystems.
• History of contributing to or transitioning into team leadership within a growth-stage SaaS company.

SUCCESS METRICS (FIRST 12–18 MONTHS)

• Achievement of individual net new ARR quota.
• Creation and adoption of a repeatable mid-market sales playbook.
• Establishment of disciplined forecasting and pipeline management.
• Demonstrated mentorship and leadership impact within the commercial team.
• Trusted partner status with President, CEO, and board advisors.

CULTURAL TRAITS

• Entrepreneurial and resilient; thrives in a fast-moving, high-growth environment.
• Balances confidence with humility; a strong executor who can influence strategy when needed.
• Team-oriented, accountable, and energized by building from the ground up.
• Excited to be a foundational contributor shaping Smooth Commerce's next phase of growth.