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Salary: USD 220,000 - 0 / annual
Lavu is building an autonomous restaurant operating system. The company operates a mobile/cloud POS platform used across fine dining, QSR, bars, cafes, pizzerias, and food trucks in 80+ countries, with +$40M ARR and 40% YoY growth.
Marty is Lavu's new operational intelligence product—a connected system that watches restaurant portfolios continuously, identifies where cash is leaking, and surfaces actionable insights before the shift ends. In a first full engagement with a multi-unit hospitality group, Marty connected 13 data sources and identified $2.9M in hidden operational exposure ($1.24M labor, $980K revenue, $680K control/compliance risk) that was invisible in any single system.
This is a zero-to-one VP of Sales role. There is no sales team, no playbook, no inbound pipeline, and no SDR infrastructure. You will build the entire commercial motion while closing deals simultaneously.
You will source your own pipeline from trigger events: CFO, COO, and VP hires at multi-unit groups; PE acquisitions of restaurant portfolios; minimum wage increases; post-audit-season budget cycles; and DOL activity. You'll run discovery, anchor value to identifiable cash exposure in the prospect's portfolio, close the audit engagement, and convert to subscription. Your buyer is the person accountable for EBITDA—a senior operator who needs to see the numbers before moving.
You own the full sales cycle end-to-end with no handoffs. You build the outbound engine (list-building, trigger-event sourcing, Clay and Sales Navigator workflows, outreach sequences). You write your own emails, run sales opportunities, close initial contracts, coordinate delivery with the CEO, present findings, and convert to subscription. You document everything—every loss reason and win pattern becomes the foundation of the playbook. You feed product direction based on market feedback and hire your team once you have enough signal.
You work directly with the CEO (25 years in technology, analytical and sales background) and sit on the leadership team. Decisions move fast. You have real input on pricing, packaging, and go-to-market strategy.
Deal size: $100,000–$300,000 ACV. Expected personal earnings comfortably above $220,000 with quota achievement. Tampa-based candidates strongly preferred; relocation possible for ideal candidates. In-person time with the CEO is expected as a regular part of the role.
REQUIREMENTS:
- Proven hunter with self-generated pipeline in previous roles. You have a system for identifying accounts, manufacturing urgency, and getting in front of the right person without a warm intro.
- Closed middle-market deals in the $100,000–$300,000 range (real money with real urgency, closed in weeks to a few months—not transactional volume or 18-month enterprise motions).
- Sold something analytical: data, intelligence, business performance software, fintech, or workforce analytics where the core sale is "here is what your numbers are actually telling you." You can translate findings into financial impact on a CFO's P&L.
- Strong written communicator. You write your own outbound—short, specific, makes the reader feel understood. No templates that sound like templates.
- Comfortable building without infrastructure. No RevOps, no content team, no brand awareness doing your job for you. You are the entire commercial motion.
STRONG ADVANTAGES:
- Sold into restaurant groups, hospitality operators, or multi-unit food service. You know how their P&L is structured, what a labor percentage point means, and when their budget cycle runs.
- Came out of a data or intelligence software company: restaurant tech (R365, Crunchtime, MarginEdge, HotSchedules), BI platforms (Domo, Looker, Sisense), or workforce analytics (Anaplan, Planful, Visier). You understand what it means to sell insight rather than software.
- Operated in a founder-led, pre-scale environment where the pitch was never finished and the product was still being shaped while you were selling it.
- Personal network that includes CFOs, COOs, or multi-unit operators at 10–200 location restaurant groups.
