Director, Restaurant B2B Sales

New York, New York /
Sales /
Dorsia is a membership platform in New York City, Miami, and the Hamptons. Unlike existing dining reservation systems, Dorsia leverages a unique supply & demand pricing model to offer hard-to-book reservations for a guaranteed minimum spend. For our members, we remove the hassle of finding the perfect restaurant for the occasion and the friction & frustration of securing a reservation. For our partner restaurants, we optimize revenue via guaranteed minimum spends, provide a reliable customer base by reducing no-shows & cancellations, and unlock access to actionable diner insights and marketing support.

Dorsia’s founding executive team and investors bring a wide range of deep expertise across the hospitality, technology, finance and media industries, providing Dorsia with a unique edge in building a new kind of restaurant tech brand. The founding team includes Marc Lotenberg (CEO; Founder & CEO of Surface Media), Mike Greene (COO; formerly Resy, Amex, Avero), Joshua Stern (VP; founder of Wine & Dine and I Know the Chef), and Jared Morgenstern, (investor, COO Raya and 3rd Designer at Facebook).

Dorsia is seeking an experienced Director, Restaurant Sales (B2B) with a proven track record of growing revenue and building teams in the restaurant tech space. Reporting to the Chief Revenue Officer, you’ll be responsible for building and leading our sales presence, strategy, and planning, focusing on bringing new restaurants onto our platform. 

The ideal candidate is highly entrepreneurial, energized by building from the ground up, loves hospitality, and consistently outperforms sales targets.

In this role, you will:

    • Design and implement the full B2B sales cycle strategy and process, establishing a sales presence in Dorsia’s key markets
    • Be responsible for Dorsia’s restaurant sales performance; align sales objectives with Dorsia’s business strategy
    • Build out and manage a team of high-performing sales reps located in New York, Miami, and the Hamptons; effectively handle performance across the team to hit sales and strategic goals
    • Qualify leads and build relationships with top-tier restaurants in New York, Miami, the Hamptons, and more to come
    • Ensure that restaurants understand and internalize Dorsia’s value propositionNegotiate and close complex restaurant partnership agreements
    • Achieve growth revenue goals for 2022 and build a runway for significant year over year growth in 2023 and beyond
    • Collaborate alongside marketing and content teams to develop, pitch, and close content series, tentpole events, and new platform launches

Required Qualifications

    • 10+ years of sales experience working in B2B technology sales
    • 5+ years of management and team-building experience, hiring, managing, and coaching a high-performing team
    • 3+ years of experience working with restaurant owners & operators
    • Extensive experience developing sales processes and playbooks from scratch 
    • Proven track record of exceeding sales objectives and quotas
    • Experience in a high-growth, fast-paced environment
    • Desire to work for an early-stage startup and wear many hats
    • Ability to generate leads and build sales pipeline effectively and efficiently utilizing various channels 
    • Ability to be both strategic and operational/hands-on 
    • Excellent communication, listening, negotiation, and relationship-building skills
    • Ability to tell the brand’s story in a compelling way 
    • Comfortable remotely managing a performance-oriented team
    • Deep understanding of hospitality and restaurant tech