Enterprise Sales Director

About the Sales & Marketing Team  The global S&M team drives revenue growth for Aniai. In Korea, the team has deployed 30+ grills with 1000+ pre-ordered. In the US, the team has been hard at work making connections with over 1000 contacts, attending annual conferences and engaging with the top fast-food brands in the market. While we’re still in the pre-revenue stage, we’ve secured our first customer, a showcase opportunity for us to leverage future business. The current S&M team has one person in marketing and one in sales. We have tough goals to penetrate the US market, and we’re looking for a rockstar to bring creative judgement and disciplined execution to scale our organization.    About the Enterprise Sales Director Role  We are looking for a passionate Enterprise Sales Director to drive growth in the US market across the top burger brands. You have extensive experience selling hardware to major franchises and understand their innovation process for selecting new equipment. These relationships are paramount to our success and represent over 50% of the total addressable market.   To date, we’ve been in 3 major innovation centers. We haven’t secured future deals from these, and we need someone who has what it takes to make it happen. These relationships span multiple years and require excellent interpersonal skills, negotiation tactics and detailed organization to project manage customizations enterprise customers may require.   Here’s the fine print:  Pipeline Management: Manage all US potential enterprise-level customers, driving deal flow activities from lead to close.  Sales Strategy: Develop and execute sales strategy, alongside marketing, to meet and exceed annual revenue goals for reaching top chains.  Customer Presentations: Create and present Aniai to potential customers virtually and in-person at customer HQs.  Trade Shows: Build top-of-the-funnel leads by attending regional and national trade shows and promoting Aniai’s products. Enterprise-level customers attend trade shows annually. This is the strategic place to meet with them and position us favorably.   Innovation Center & Testing Management: Project manage the entire PoC and innovation process. In this process, the potential customer will see if our product meets their standards and what changes need to be made.  Demos: Alongside our Field Service team, conduct product demos in our test kitchen for potential clients. Answer questions and highlight our competitive advantages throughout the demo.  Installations: Support Field Service Engineers during product installations in customer stores. Ensure seamless customer service through the initial robot deployment and training phase.  Analytics: Track appropriate sales metrics, update and maintain Salesforce, and create reports against goals.   Other: We’re a growing team! There will be plenty of opportunities to support other areas in our US team, including testing customer recipes, proposal and contract management, etc.   Requirements We ask Everyone at Aniai to:  Have a bachelor's degree.   Be excited to work at our NYC HQ 5 days per week. We pride ourselves in building community through our in-person culture.  Love burgers. What is your favorite burger? We want to know!  Communicate effectively and love cross-collaborative efforts. Our teams span across the US and Korea, which takes patience, kindness and communication to make it work.  Have a hustle mentality, solve problems and act quickly. We’re a rapidly growing startup, we don’t have time to waste.  (Bonus) Have experience in startups.  (Bonus) Have experience in robotics, kitchen equipment manufacturing, or restaurants.    We ask the Enterprise Sales Director at Aniai to:  Have made an incredible impact in their prior B2B enterprise sales experience. We think this takes roughly 10+ years to do.  Have experience in selling B2B hardware, especially commercial kitchen equipment to enterprise customers. They should have existing relationships with 1+ top chain.  Travel to Innovation Centers or Corporate HQs as required. A valid driver's license may be required in remote areas.  Have proven success marketing highly technical products. You can not only explain an advanced product to a 10yr old, but you can also get them excited about it.  Be top tier communicators and negotiators. You listen empathetically and understand how to build genuine connections with everyone you meet.  Not fear rejection. Sales cycles are long and losing deals is part of the game, and you thrive in this environment.  Think outside the box, proactively solving problems and exercising sound judgement to move deals forward.  Collaborate with marketing to drive growth together. It takes our entire team working together to accomplish our goals; we need synergy between Sales and Marketing.    Don’t meet all our requirements? Don’t worry! We still want to meet you even if you find yourself only nailing 50%. So, if this feels like an incredible opportunity, apply anyways.  Benefits We’re focused on one thing and one thing only – growth. Our benefits reflect our ability as an early-stage startup to give our employees the space and resources they need to focus on growth and be successful here at Aniai. We hope to continue expanding our benefits as we expand our business, but today we offer the following:  Competitive Salary  Equity  100% Covered Top-Tier Medical, Dental & Vision insurance  15 Days PTO + 5 Paid-Sick Days + 7 Company Holidays  NYC HQ Loft with free coffee, snacks, drinks and more  Newest Apple Macbook + other equipment necessary to do the job  Team bonding activities  Access to Alpha Grill, and we guarantee plenty of burgers!