Senior Sales Manager
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Job Description
Senior US Sales Manager leading outbound-focused SMB Hospitality sales team at Bear Robotics. Responsible for quota attainment and coaching sales representatives in high-volume environments.
Responsibilities:
- Own team quota attainment and pipeline coverage across inbound and outbound motions.
- Ensure consistent outbound execution, targeting local and regional restaurant operators.
- Drive disciplined use of BANT qualification and clear exit criteria across deal stages.
- Step into strategic deals as needed to help close or unblock opportunities.
- Forecast accurately and hold the team accountable to CRM hygiene and reporting.
- Reinforce a field-sales mentality: prospecting in-market, visiting restaurants, building local relationships.
- Support reps in planning weekly territory routes and outbound strategies.
- Ensure demos and trials are positioned with clear operational value and ROI for SMB operators.
- Partner closely with RFEs and Account Managers to ensure strong trial outcomes and adoption.
- Build and reinforce repeatable outbound and pipeline management processes.
- Identify gaps in tooling, enablement, or messaging and work cross-functionally to improve them.
- Provide feedback to leadership on market trends, pricing friction, objections, and competitive dynamics.
- Help refine playbooks as the SMB motion scales nationally.
Requirements:
- Excellent written and verbal communication skills, with strong presentation, negotiation, and interpersonal abilities.
- Exceptional listening and judgment skills, with the ability to proactively identify problems and drive solutions.
- Proven success selling into SMB restaurant or hospitality operators, including experience opening new markets.
- Experience selling complex or highly technical products, with strong sales and go-to-market acumen.
- Demonstrated track record of driving sustained revenue growth and consistently achieving or exceeding quarterly and annual team sales targets.
- Strong proficiency with CRM and sales tools, including Salesforce, Salesloft, and virtual demo platforms (Zoom, Google Meet).
- Consultative sales mindset with the ability to coach teams on uncovering customer needs and articulating clear operational value and ROI.
- Deep hospitality industry knowledge, including restaurant workflows, labor constraints, and unit economics.
- Outbound-growth orientation with experience designing, executing, and coaching outbound strategies at scale.
- Experienced people leader with a proven track record of hiring, coaching, performance-managing, and developing quota-carrying sales talent.
- Strong field sales mentality with comfort being in-market and leading by example alongside the team.
- Highly process-oriented operator with strong command of sales methodology, pipeline inspection, forecasting rigor, and CRM discipline.
- Results-driven, high-energy, and accountable leader who sets execution standards and drives consistent performance across teams.
- Organized and detail-oriented, with the ability to manage complex pipelines and maintain transparency through accurate forecasting and reporting.
Benefits:
- Equity participation in Bear Robotics’ long-term growth
- Uncapped commissions and performance bonuses
- 401(k) with company match
- Comprehensive health, dental, and vision coverage
- Wellness, family, and professional development stipends
- Hybrid work flexibility and travel opportunities for customer visits, conferences, and internal strategy sessions
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