Senior US Sales Manager

Job Title: Senior US Sales Manager
Department: Sales/Business Development
Job Level: L5
FLSA: Exempt

Job Summary:

Bear Robotics is at the forefront of automated hospitality solutions, pioneering AI-driven autonomous robots. 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. 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. This role requires comfort being in-market, leading by example, and scaling repeatable sales motions nationally.

Key Duties/Responsibilities:

• 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.

Required Skills/Abilities/Qualifications: 

• 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.

Preferred Skills/Abilities/Qualifications: 

• Previous hardware and Saas software experience highly preferred.
• People Leader: Experience managing, coaching, or leading sales reps in a quota-carrying environment.
• Excellent time management skills with a proven ability to meet deadlines.
• Strong analytical and problem-solving skills.
• Ability to prioritize tasks.
• Ability to function well in a fast-paced startup environment

Education/Experience:

• 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.

Physical Requirements: 

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

• 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.
• Ability to travel regularly to logistics facilities and customer sites
• 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. 

The annual U.S. on-target earnings (OTE) range for this role is $140,000–$200,000, which includes both base salary and variable commission components.
Actual compensation will be determined during the interview process based on experience, qualifications, performance history, and geographic location.
Additional benefits may include:
Equity participation in Bear Robotics’ long-term growth
Uncapped commissions and performance bonuses
401(k) with company match
Comprehensive health, dental, and vision coverage
Wellness, family, and professional development stipends
Hybrid work flexibility and travel opportunities for customer visits, conferences, and internal strategy sessions