Regional Account Executive

Job Description

At Botrista, we are revolutionizing beverage culture with intuitive, nature-guided drink-making technology. By empowering restaurants and establishments to expand their menus without added complexity, we are driving growth and innovation at the touch of a button. Awarded as one of the Best California Startups in 2023, our solutions create a new industry category, applicable to any cuisine, demographic, and business. With rapid deployment of our machines nationwide, we are delivering extraordinary beverage experiences to customers everywhere.

About the Role

We are hiring a territory-based Regional Account Executive to drive new customer acquisition across restaurants and higher education within a defined region. This is a primarily inside sales role (approximately 75% of leads inbound), with strategic field travel (approximately 25%) for high-value meetings, site qualification, and deal advancement. You will be responsible for sourcing, qualifying, and closing new business. This role does not own post-sale account management, as our dedicated Account Management team is responsible for that. 

If you thrive in a high-activity environment, enjoy building pipeline, and want ownership of a defined territory with meaningful revenue targets, this role is for you.

What You’ll Own

New Business Development (Primary Focus)

• Prospect and engage restaurants (single & multi-unit) and higher education dining operators within your assigned territory
• Identify and prioritize high-traffic locations aligned to our Ideal Customer Profile
• Connect with key decision-makers (Food Service Directors, Directors of Retail, Owners, Franchise Operators, Multi-Unit Operators)
• Conduct discovery calls, virtual demos, and in-person meetings
• Build and manage a healthy, qualified pipeline to consistently achieve quota
• Close new machine placements that meet defined financial and operational criteria

Territory Management (Hybrid Model)

• Work primarily remotely using outbound calling, email, and virtual meetings
• Travel into your territory (~25%) to:
• Conduct site visits and qualification
• Advance late-stage deals
• Secure executive alignment and close net-new business opportunities

Deal Execution

• Own the sales cycle from first touch through signed agreement
• Secure installation dates in partnership with internal teams
• Ensure sites meet qualification standards before contract execution
• Accurately forecast pipeline and deal progression
• Maintain clean, disciplined CRM hygiene in Salesforce

Performance & Accountability

You will be measured on:

• New Botrista machines delivered quarterly
• Pipeline generation and coverage
• Win rate and deal velocity
• Activity levels aligned to pipeline goals

Requirements

What You Bring

• 4–7+ years of B2B sales experience (preferably hospitality tech, or related industries)
• Proven track record of prospecting and closing net-new business
• Comfort operating in a hybrid inside/field sales motion
• Strong discovery and consultative selling skills
• Ability to manage a territory independently and prioritize effectively
• Experience using Salesforce to manage pipeline and forecast
• Willingness to travel within assigned territory (~25%)

What Makes Someone Successful Here

• Self-starter who can build pipeline without waiting for inbound
• Comfortable with high outbound activity and disciplined follow-up
• Strong financial acumen (understands ROI, payback, margin impact)
• High accountability; owns results without needing heavy oversight
• Organized and process-oriented
• Competitive and goal-driven

Benefits

Benefits

Fully company-paid Medical and 99% company-paid Dental and Vision Insurance

15 days Paid Time Off, 7 sick days, 14 holidays, Wellness Benefits, Cell Phone and Internet reimbursement, 401K

Compensation: $80K Base Salary || 5,000 Shares || ~$80K in Variable Commission