Zocha is hiring a Head of Sales to win new business and build the sales engine behind our next stage of growth.
We are looking for a commercial builder who enjoys the hunt and knows how to close: identifying the right accounts, earning conversations with decision-makers, uncovering meaningful operating problems, building a compelling business case, and driving opportunities through negotiation and signed agreement. Zocha brings an established hospitality business, client relationships, technology, managed services, and years of front-of-house operating experience. Your mandate is to turn that foundation into a focused, repeatable approach to winning new business.
You will not inherit a finished outbound playbook. You will help build and prove it through direct selling: researching accounts, testing messaging, leading discovery, shaping proposals, managing follow-up, and closing. Personal pipeline creation and a personal revenue target are central to this role. Developing the sales strategy and executing it are part of the same job.
You will work directly with the Founder, with operational and technical support from Zocha’s leadership. You will own day-to-day sales execution and help determine which customer segments, offerings, and approaches deserve investment.
Success means more than signed agreements. It means winning clients Zocha can serve well and profitably, understanding what drove those wins, and turning those lessons into a sales process others can execute. As that approach becomes repeatable, you will help determine the resources and team required to scale it.
We want a hunter who can open doors, close business, and prove what works, then build the team to scale it. Not a strategist waiting for someone else to make the sale.
Key Responsibilities
- Personally build target-account lists, create qualified pipeline, and lead the full sales cycle from initial outreach through signed agreement.
- Identify and validate Zocha's highest-potential customer segments, buyer profiles, use cases, and entry-point offerings.
- Test and refine messaging, positioning, packaging, and commercial approaches based on direct customer and market feedback.
- Translate Zocha's technology and managed services into clear operational and financial outcomes for restaurant groups, hotels, private clubs, nightlife operators, and other multi-location hospitality businesses.
- Build relationships with founders, owners, CEOs, COOs, operations leaders, food-and-beverage executives, general managers, revenue leaders, and technology stakeholders.
- Develop referral and strategic ecosystem relationships across the hospitality industry.
- Establish disciplined qualification, pipeline stages, CRM practices, forecasting, reporting, and opportunity-management standards.
- Develop proposals and commercial solutions alongside Zocha's operations and product teams, ensuring new business is properly scoped, deliverable, and financially attractive.
- Bring structured market feedback into Zocha's commercial packaging, positioning, product capabilities, and service development.
- Use AI, automation, and modern sales technology thoughtfully to improve account research, outreach, follow-up, and productivity.
- Document what works and turn early commercial learning into a repeatable sales playbook.
- Build the operating foundation and future hiring plan for Zocha's sales organization once the initial sales motion has been proven.
Qualifications & Skills
- 7+ years of relevant B2B sales, business development, or strategic partnership experience.
- At least 3 recent years of personal full-cycle selling and closing responsibility.
- Demonstrated success personally self-sourcing and closing new business, not only managing sellers or joining late-stage opportunities.
- Zero-to-one sales experience, such as launching a territory, vertical, customer segment, product, or early-stage sales motion.
- Experience succeeding without a mature inbound engine, large SDR team, or extensive sales-support infrastructure.
- Experience selling software, managed services, complex operational solutions, or a combination of these.
- Strong discovery, business-case development, proposal, negotiation, and closing skills.
- Ability to move comfortably between go-to-market strategy and detailed execution, including account research, outreach, CRM management, proposals, and follow-up.
- Strong pipeline-management and forecasting discipline, with the judgment to balance revenue growth against margin, delivery complexity, client quality, and retention.
- Experience selling to restaurant groups, hotel groups, hospitality operators, franchise organizations, or other multi-location businesses strongly preferred.
- Experience in restaurant technology, hotel technology, hospitality software, reservation technology, guest-experience technology, AI-enabled operational solutions, or hospitality services highly valuable.
- Comfortable working directly with a Founder in an entrepreneurial and evolving environment.
- Able to operate independently, communicate clearly, and remain accountable in a remote environment.
This role may be especially well suited to a high-performing Enterprise or Strategic Account Executive ready to build a sales function, a Sales Director who still personally prospects and closes, or a former early sales hire who has grown into broader commercial leadership.
Benefits
- Medical, dental, and vision coverage
- 401(k) retirement plan with employer match
- Paid Time Off and sick leave
- Monthly employee stipend
- Remote work environment
- Access to hospitality-related perks
- Additional discretionary bonus opportunities
This is a fully remote, U.S.-based leadership position with the opportunity to build and scale Zocha’s sales function. Limited travel may occasionally be required for select client, partner, company, or industry meetings.
Compensation
$140,000–$165,000 base salary, with on-target earnings of $220,000–$275,000 and uncapped variable compensation tied to agreed revenue targets.
