After over a decade of success with independent and regional restaurant chains, we are investing in the continued growth of our “mid market” sales team (20+ units). We’ve already seen strong momentum in this space, partnering with innovative and fast-growing brands — From fast Casual to Fine Dining including Maman, BOKA Restaurant Group, Upwards Projects, Roots Natural Kitchen, and more.

We're looking for a Director of Sales, Mid-Market - a trailblazer ready to dive into a rapidly growing market. You will be inheriting a stellar team. We have successful sales reps and sales managers closing large clients - but you will help pull them together, add focus, and drive efficiency and scale in this segment of the market.

Our current team is established, with 54 sales reps, 8 managers, and a director all reporting to the SVP of Sales. The team is supported by 3 Sales Enablement team members, and an Revenue Ops team of 4. We are closely bound (best friends!) with our Marketing team that drives a large portion of our quarterly business. You will work cross functionally with all of them to help layer in more focus on the Mid-Market objectives.

We’ve also recently acquired a new company—and we’re just getting started! As we roll out new products, you’ll help define product-market fit and go-to-market strategy for our mid-market clients.

But what really sets us apart? Every member of our field sales team is a former restaurant GM, chef, or owner turned sales professional; and passionate about the craft of sales.

We're seeking someone who's already excelled in selling hospitality technology to 20+ location groups and (ideally) has hands-on restaurant operations experience. If you have a dual passion for sales and management, this is your chance to influence our growth and scale our success. Join us in building the future of mid-market business development!

MarginEdge: Where hospitality meets technology

As a team built by former (and current!) restaurant operators, our mission is to bring operators the same energy, attention to detail, and passion that they bring to their guests. Our culture is deeply rooted in service, partially because that’s where so many of our team come from (including everyone on our Business Development team), but also because we believe it is just the right way to run a business. We design our software with profound empathy for the complexity of running a restaurant, and the goal of making the magic just a little easier for operators by taking the complex (read: very annoying) back office tasks off their plate, while empowering them with real-time data.

Our founders share a deep history in both owning and operating restaurants and in building successful tech companies. We are venture-backed and serve 10,000+ restaurants across the US and Canada.

We enable restaurants to make magic while knowing we are doing the same for them.

We have the utmost respect for our clients and because of this, we are unable to hire their current employees.

What type of responsibilities will I have?

• Collaborate with the Director and SVP of Sales to grow the mid-market segment (20+ location clients).

• Help document and refine tactics to scale the mid-market sales team.

• Build a scalable sales process beyond short-term wins.

• Establish and track metrics for success, creating a foundation for future growth.

• Document the full sales journey—from targeting to onboarding.

• Lead, coach, and inspire Sales Managers and their teams through all stages of the sales cycle.

• Conduct Weekly Business Reviews (1:1s) to share insights and enhance team performance.

• Ensure your team excels in using sales software like Salesforce, Outreach, and Gong.

• Drive team performance to meet or exceed quarterly sales quotas by improving closing ratios.

• Within six months, ensure your team masters Complex Sales and understands key Buying Personas.

• Contribute to team-wide sales training, including updating sales manuals and handbooks.

• Partner with sales management to create and execute new prospecting campaigns.

• Participate in hiring by interviewing Sales Rep candidates and providing feedback.

• Foster a high-energy, collaborative, feedback-friendly sales culture.

What qualifications or skills are required?

• Proven sales management experience, specifically selling to restaurant groups with 20+ locations.
• Salesforce proficiency; Or if you’ve not used Salesforce but you're familiar with Hubspot, transitioning to Salesforce will be a breeze.

• Experience working at a hospitality tech company.

• Familiarity with MEDDIC, MEDDPICC, or Miller Heiman sales methodologies.

• Strong professional writing skills (writing sample will be requested).

• Ability to understand and build strong connections with both prospects and team members.

• Servant-leadership mindset with a passion for delivering excellent client and team experiences.

• High energy, positive attitude, and resilience in the face of challenges.

• Comfortable with evolving sales environments and adapting to change.

• Deep passion for restaurants and helping them succeed—essential to thrive in this role.

Nice to Haves:

• Experience managing Sales Managers (not required, but highly valued).

• Restaurant operations experience—helpful but not required.

• Proximity to the DMV area (HQ is in Arlington, VA) or willingness to relocate (relocation assistance available!).

What’s it like to work for MarginEdge?

Imagine the fun of a great restaurant - surrounded by a team of people (including some that you help to manage!) who care about hospitality, care about quality, and care about each other - then subtract the long nights, weekends, drunk customers at the bar...et voila, MarginEdge!

We work hard, we work fast and we fuel our work with a commitment of transparency from leadership, straight talk and trust between teams. We believe that the best people do their best work when they feel empowered - so whether you are remote or in our office (likely eating a catered lunch from our clients in our baller, brand new penthouse HQ in Ballston) you get to work with your manager to call your shot on what works best for you. Did we mention it has a full commercial kitchen and is walking distance (covered walking, that is) from the metro?

Benefits (Shut the Front Door, They are Amazing)
In order to fuel this rocket ship, we need to build a team as passionate about our work and product as we are. We believe that top talent (that’s you!) should feel deeply connected to their work, appreciated for the time they give to building our organization and have the balance necessary to give their best during work hours and all those after-hours too. We do this by offering a suite of kick ass benefits not only to be competitive and catch the eye of super smart people (that’s you again!) but also provide the foundation for a career you love and a life outside of work you love just as much.

• Unlimited Paid Time Off (and we mean it, we encourage your healthy work life balance!)
• Medical, Dental, Vision, and Short/Long-Term Disability Insurance (preventative care for the win)
• Health Savings Account with employer match (dependent upon your medical plan selection)
• Commuter benefits with employer contribution (excluding limos and helos - for now)
• Generous Life Insurance Plan
• Short- and Long-term Disability
• Company-Paid Holidays
• 401(k) and matching
• Stock Options to buy into everything we are doing to support this industry
• 12-week fully Paid Parental Leave
• Lunch catered twice a week at our HQ in Arlington (we exclusively cater from our clients, too!
• A wellness program that sponsors healthy activities such as step challenges and provides discounts to gyms and fitness classes.

Check out our 100% “Recommend to a Friend” rating from anonymous employee reviews on Glassdoor.

Oh, and our recognition in the Washington Post as a top small businesses to work for in 2021, 2022, 2023 and 2024!

And most important, what our customers think about our work on Capterra and G2 Crowd.

Our Fine Print is Bold: We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran, marital, disability status or any other characteristic protected by law. You be you. While we are proudest of our commitment to exceptional culture and creating a truly excellent work environment, we see our benefits as an extension of that belief. Our benefits package is designed to be exceptionally competitive and a reflection of our commitment to a best-in-class workplace for all.