Regional Account Executive

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.

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.

• 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

• 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

• 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

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

• 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%)

• 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

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