Senior US Sales Manager, Bear Robotics

• The ideal candidate brings deep hospitality sales experience, a strong outbound mindset, and a passion for coaching reps to win consistently in high-volume SMB environments
• 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
• Bachelor's degree or equivalent work experience will be considered in lieu of degree
• 7+ years of B2B sales experience, with a strong focus on SMB hospitality or adjacent verticals
• 4+ years of sales leadership experience, including direct people management of quota-carrying Account Executives
• Proven experience leading and scaling teams of 6+ reps, preferably field-based or distributed teams
• Demonstrated success owning team quota attainment, forecasting, and pipeline management at a regional or national level
• Prior experience building or scaling outbound-led sales motions strongly preferred
• Restaurant operations/management experience and/or foodservice distribution sales experience a strong plus
• Prolonged periods of sitting/standing at a desk and working on a computer. The employee routinely is required to sit; stand, walk; talk and hear; use hands to keyboard
• Specific vision abilities required by this job include close vision, color vision, peripheral vision, depth perception, and the ability to adjust focus
• Ability to lift 20 lbs

Desirable

• We are seeking an experienced and highly motivated Senior US Sales Manager to lead our SMB Hospitality sales team
• This is a frontline, player-coach leadership role responsible for driving outbound-led growth within the SMB and small multi-unit restaurant segment
• The Senior US Sales Manager will lead a team of 9–10 field-based SMB Hospitality Account Executives and own team quota attainment, pipeline health, outbound execution, and sales process rigor
• This role requires comfort being in-market, leading by example, and scaling repeatable sales motions nationally
• 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
• Success Metrics & KPIs:
• Team Quota Attainment: Consistent achievement or overachievement of team monthly and quarterly targets
• Pipeline Health: Maintain healthy pipeline coverage (targeting ~70% outbound / 30% inbound)
• Outbound Execution: Consistent activity levels, territory coverage, and net-new opportunity creation
• Conversion Rates: Strong demo-to-close and trial-to-close performance across the team
• Sales Cycle Velocity: Reduced time from qualification to close through better process and coaching
• CRM Discipline: Accurate forecasting, clean Salesforce data, and consistent deal stage management
• Rep Development: Improved performance and ramp times across the team
• Supervisory Responsibilities:
• Lead, coach, and develop a team of 9–10 SMB Hospitality AEs focused on field-based selling
• Set clear expectations around outbound activity, territory ownership, and pipeline creation
• Conduct regular 1:1s, pipeline reviews, deal strategy sessions, and ride-alongs (virtual and in-person)
• Coach reps on discovery, demos, objection handling, and closing in high-volume SMB environments
• Support onboarding and ramp of new hires, reinforcing sales methodology and best practices