What are the responsibilities and job description for the Head of Sales (B2SMB Restaurant SaaS) position at Sauce?
About UsSauce is a premier restaurant technology platform helping local businesses grow through our commission-free delivery and pickup solution and proprietary delivery optimization technology. We serve a $105B U.S. local restaurant market. Our mission is to empower restaurants to own their digital and delivery business — and to build the consumer experience that connects them directly to their customers.We’re a team that moves with urgency, communicates with clarity, and shows up for each other. We believe in deep ownership, continuous improvement, data-informed decision-making, and creating real value for our customers. And we win by staying positive, persistent, and focused on outcomes — together.The OpportunitySauce’s sales motion is already active: working playbooks, defined ICPs, inbound & outbound channels, and a team in-seat. What we need is a Head of Sales who can elevate and scale what’s working while tightening the disciplines that drive predictable growth.This is a role for a leader who thrives as a player–coach — someone who leads from the front, understands the details firsthand, and models the pace, rigor, and mindset they expect from the team. You’ll help us operate smarter and faster, improve conversion at every stage, and build a culture of accountability, optimism, and trust.If you’re driven by outcomes, energized by solving problems, and excited to build something that gets better every single day, you’ll feel right at home here.What You’ll OwnStrategic DirectionOwn the SMB sales motion for net-new restaurant acquisition.Translate company goals into practical quotas, activity models, and territory plans.Continuously refine ICP, messaging, and targeting based on field learnings and data.Build Do (Player–Coach)Be accountable for new ARR, conversion rates, and rep productivity.Partner closely with Marketing to tighten handoffs, evaluate channel performance, and refine lead quality.Deliver crisp reporting and insights that help the organization make fast, informed decisions.Own PerformanceOwn team targets for new ARR, conversion rates, and rep productivity.Partner with Marketing on lead quality, SLAs, and feedback loops on performance by channel.Provide clear reporting and insights to leadership on what’s working and what needs attention.Team LeadershipLead AEs/SDRs with hands-on coaching: 1:1s, call reviews, deal strategy sessions, and ongoing skill development.Hire and onboard new reps in a way that sets clear expectations and accelerates time-to-productivity.Build a team culture rooted in effort, craftsmanship, perseverance, and supportive collaboration — where people show up for each other and follow through.What Success Looks LikeFirst 90 Days — Get in the Trenches & TuneLearn the motion by engaging directly with calls, customers, and deals.Improve pipeline visibility and forecasting accuracy through process cleanup.Implement 2–3 targeted improvements that meaningfully shift funnel performance.First Year — Build a Reliable EngineHit or exceed team quota with reliable, consistent performance.Improve conversion at key stages and reduce rep ramp time.Establish a cohesive, high-trust team with clear operating rhythms and shared standards of excellence.What You BringMust-Have6–8 years in B2B SaaS sales, including 2–4 years leading teams.A track record of success as both an IC and a sales leader.Experience selling into local businesses (restaurants, retail, services) strongly preferred.A true player–coach orientation and comfort bringing structure to a fast-moving team.A leadership style grounded in transparency, accountability, positivity, and resilience.IdealExperience in restaurant tech, local delivery, or SMB tools.Experience across phone/Zoom and in-person/field motions.Familiarity with outbound programs or review-site-driven inbound.Why SauceAt Sauce, you’ll step into a role where momentum already exists — and where your leadership will determine how far and how fast we go. You’ll help shape a team that acts with urgency, learns continuously, communicates openly, and wins together.What We Offer:Strong & Competitive Compensation Package, Including EquityCompany-Sponsored Insurance Package (Health, Dental, Vision, Mental Health)Paid Parental LeaveFlexible Work EnvironmentResponsible Paid Time Off PolicyWe may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.