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Fractional
Fractional Sales Lead
ORCA · US · Remote
Pay
Rate not listed
Hours
15 hrs/week
About the role
ORCA is hiring its first dedicated sales leader to own the entire commercial motion from pipeline generation through signed contracts. This is a fractional role for a senior, consultative closer who has sold complex software to enterprise restaurant brands and understands the restaurant technology ecosystem. The candidate must be able to lead conversations with VPs of IT, CTOs, or COOs and earn trust before pitching. ORCA is an early-stage, founder-led company serving multi-unit restaurant brands navigating complex, growing tech stacks.
What you'll do
- •Own full sales lifecycle for ORCA's brand-side revenue including pipeline generation, discovery, and deal progression
- •Identify and pursue restaurant brands that fit ORCA's ideal customer profile — multi-unit operators with 50–500 locations
- •Lead early brand conversations with consultative approach to surface real problems and build relationships
- •Move qualified opportunities through defined sales process from first conversation through scoping, MSA, and signed contract
- •Propose and finalize deal terms within agreed pricing bands, balancing commercial goals with early-stage case study objectives
- •Transition signed deals to technical team and maintain brand relationship through early integration period
What they're looking for
- •8+ years of B2B restaurant tech sales experience, with preference for selling into multi-unit restaurant brands
- •Track record of closing deals with specific logos, deal sizes, and pipeline built from scratch
- •Technical conversance with integration architecture, data flows, and tech stack complexity
- •Consultative instincts leading with questions and genuine curiosity about restaurant operations
- •Existing relationships in restaurant and restaurant technology space with ability to make introductions to CTOs, VPs of IT, COOs
- •Self-sufficiency to build own pipeline, manage calendar, track activity, and comfort with AI and lightweight project management tools
Skills
B2B Restaurant Tech SalesEnterprise Software SalesPipeline GenerationConsultative SellingDeal ClosingIntegration Architecture KnowledgeRestaurant Technology EcosystemRelationship Building
Found on fractionaljobs.io. Link checked Nov 9. Marquee links to the company's own application. We are not the employer.