VP, Sales - Restaurants

Position Summary

The Vice President, Restaurants (F&B) is the North America production owner for SkyTab POS growth and holds full commercial accountability for the Food & Beverage vertical, including all end-to-end F&B deals across payments, POS, and integrated solutions.

This role carries a clear commercial mandate and full accountability for restaurant production performance. The VP is responsible, in order of priority, for:

• New direct sales production
• Reseller production and productivity
• Enterprise production
• Legacy merchant conversions to SkyTab POS
• Go-live performance and conversion success

This is not a strategic ambassador role. It is a growth operator role. If installs stall, reseller output drops, enterprise cycles elongate, or legacy conversions underperform — this leader owns the outcome. The VP will drive predictable, scalable growth across SMB, reseller, and enterprise channels while ensuring revenue velocity, install throughput, and conversion performance meet plan.

Core Accountabilities

North America Revenue & Production Ownership

• Own total SkyTab POS production performance across North America.
• Deliver against new logo targets, reseller output goals, enterprise bookings, legacy conversions, and go-live activation metrics.
• Drive install velocity and reduce time-to-live in partnership with Operations.
• Establish clear production dashboards and performance correction mechanisms.
• Lead forecast accuracy and pipeline discipline across all restaurant channels.

Direct Sales & SMB Growth Engine

• Lead new direct sales production, with strong emphasis on independent and SMB restaurant growth.
• Build repeatable outbound and inbound production models.
• Drive rep productivity, close rates, deal velocity, and average revenue per install.
• Implement performance management systems and corrective actions when production lags.
• SkyTab growth is driven by velocity in the SMB segment. This leader must build and optimize that engine.

Reseller & Channel Production Ownership

Channel ownership reports into this role. This includes full accountability for:

• Reseller recruitment strategy
• Activation and onboarding standards
• Enablement frameworks
• Incentive design
• Productivity measurement
• Performance correction and termination of underperforming partners

If reseller production declines, this role owns recruitment quality, activation speed, enablement standards, and accountability mechanisms. This is not channel relationship management. It is channel production management.

Enterprise Production Acceleration

• Drive enterprise bookings and strategic multi-location wins
• Improve sales cycle velocity and competitive displacement rates.
• Align pricing, packaging, and deployment models to increase close probability.
• Ensure enterprise efforts support overall production targets rather than divert focus from SMB engine growth.

Enterprise matters — but it does not outweigh the velocity of SMB and reseller growth.

Legacy Merchant Conversion

• Own conversion of Shift4’s payments-only restaurant merchants to SkyTab POS.
• Build structured conversion programs tied to revenue impact and install throughput.
• Remove friction in pricing, packaging, and migration processes.
• Measure and improve conversion rate and activation time.

Go-Live Outcomes & Operational Influence

While install cycle time may sit within Operations, this role is measured on:

• Go-live activation rates
• Install throughput
• Time-to-revenue
• Conversion success

The VP must work cross-functionally with Operations and Implementation to remove friction and accelerate installs. Influence is acceptable. Growth impact remains accountable here.

Product Growth Prioritization

This leader does not advocate for features. This leader brings growth logic into product decisions. Prioritize roadmap input based on:

• Revenue impact
• Competitive displacement
• Win-rate improvement
• Install velocity acceleration
• Provide structured feedback grounded in sales data and competitive intelligence.
• Ensure product prioritization aligns with measurable commercial outcomes.

Competitive & Market Execution

• Analyze competitive performance (Toast, NCR Aloha, Revel, PAR Brink, Micros, etc.).
• Identify displacement opportunities.
• Adjust packaging, positioning, and channel strategy to increase win rates.
• Ensure field messaging aligns to production goals.
• Industry visibility is valuable — but production performance is mandatory.

Required Qualifications

• 10+ years leading revenue-producing teams in restaurant technology, POS, or payments.
• Demonstrated ownership of direct sales production and channel production performance.
• Proven ability to scale SMB and reseller-driven growth engines.
• Experience managing dealer/VAR recruitment, activation, enablement, and accountability.
• Track record of driving measurable improvements in install velocity and revenue activation.
• Strong understanding of F&B tech stack (POS, KDS, online ordering, loyalty, mobile pay, BOH systems).
• Experience competing against major restaurant POS platforms.
• Demonstrated success holding teams and partners accountable to production metrics.
• Ability to travel up to 40%.

Preferred Qualifications

• Experience scaling a POS platform through reseller and hybrid channel models.
• History of turning around underperforming production teams or partner networks.
• Strong analytical orientation — comfortable operating from dashboards and performance metrics.
• Experience driving legacy conversion or installed base expansion programs.
• Executive presence with operational rigor.

What Success Looks Like

• Consistent quarter-over-quarter production growth.
• Increasing reseller productivity and activation rates.
• Improved legacy conversion rates.
• Reduced time-to-go-live.
• Clear commercial input shaping product prioritization.