Senior Director of Sales – Drive-Thru

DTiQ

. Execute the 2027 DriveThruIQ go-to-market strategy across the US .

Posted 10/14/2026full-timeRemote • United StatesSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in enterprise B2B sales, strategic account acquisition, and complex commercial negotiations, with a strong focus on Quick Service Restaurants and technology-led operational improvements. Proven ability to build C-suite relationships, manage long sales cycles, and develop substantial sales pipelines while executing go-to-market strategies.

Highest-signal resume keywords

Enterprise B2B SalesStrategic Account AcquisitionComplex Commercial NegotiationsQuick Service Restaurants (QSR) ExperiencePipeline Management

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Performance ManagementAccount MappingForecastingContract NegotiationSolution ValidationRevenue TrackingSales Cycle ManagementMarket DevelopmentTechnical Solution TranslationMulti-Site Business Understanding

Soft Skills

Cross-Functional CollaborationStakeholder ManagementProspecting SkillsRelationship BuildingStrategic Thinking

Tools & Technologies

CRM SystemsSales Pipeline ToolsAccount Management Software

Industry Keywords

Restaurant TechnologyHospitality TechnologyFranchise ModelsOperational ImprovementC-Suite Engagement

About the role

Key responsibilities & impact

Execute the 2027 DriveThruIQ go-to-market strategy across the US
Identify, prioritize, and pursue high-potential QSR brands and strategic target accounts
Develop account penetration plans aligned to brand growth potential, technology requirements, and commercial opportunity
Own new-logo acquisition from initial prospecting through contract execution
Build C-suite relationships across Operations, Technology, Digital, and Restaurant Development
Lead complex enterprise sales cycles, including demonstrations, solution validation, commercial negotiations, and closing
Convert qualified opportunities into initial deployments and establish paths to multi-site expansion
Build and maintain a qualified new-business pipeline, forecasts, CRM records, close plans, and next steps
Track revenue, new-logo acquisition, pipeline creation, conversion, and sales-cycle velocity
Develop multi-threaded relationships and expansion strategies across priority brands, sites, and regions
Activate channel partners across the Americas and develop joint account plans, pipeline opportunities, and co-selling strategies
Coordinate with CX, Product, Marketing, Technical, and Operations teams on strategic opportunities and customer handover
Support successful deployment, adoption, retention, and expansion
Progress from working with global leadership on major opportunities to independently leading discovery, demonstrations, negotiations, and closing
Establish scalable sales processes and best practices across the Americas
Support the development and performance of Account Executives

Requirements

What you’ll need

Significant experience in enterprise B2B sales, strategic account acquisition, and complex commercial negotiations
Proven track record of winning new customers and developing substantial sales pipelines
Experience managing long sales cycles involving multiple stakeholders, procurement, and executive decision-makers
Strong preference for experience within Quick Service Restaurants (QSR), restaurant technology, hospitality technology, or adjacent enterprise technology markets
Understanding of restaurant operations, multi-site businesses, franchise models, and technology-led operational improvement
Ability to translate technical solutions into measurable business outcomes and ROI
Demonstrated ability to engage senior executives and establish trusted commercial relationships
Strong prospecting, account mapping, discovery, presentation, and negotiation skills
Ability to build internal champions and secure executive sponsorship
Strong pipeline management, forecasting, CRM, and sales performance management capabilities
Commercial acumen across pricing, margin, negotiation, and contract structures
Ability to prioritize opportunities and allocate resources based on strategic value and likelihood of conversion
Entrepreneurial, self-directed, and comfortable building a market rather than inheriting a mature sales engine
Strong cross-functional collaboration and stakeholder management
Able to balance strategic thinking with hands-on prospecting and deal execution
Capable of learning from global subject-matter experts, transferring that knowledge into the regional team, and operating independently