Emerging Enterprise Director

📋 Description

• • Own the end-to-end success of Olo’s Emerging Enterprise New Logo team, a high-velocity squad responsible for landing first-time customers with 1–100 restaurant locations. You will set the vision, define the playbook, and personally model the behaviors that turn cold prospects into lifelong Olo advocates.
• • Recruit, ramp, and retain a diverse bench of Account Executives who consistently exceed quota. You will design onboarding paths, weekly skill clinics, and individualized coaching plans that shorten ramp time and accelerate career progression.
• • Build and iterate a repeatable, MEDDPICC-driven sales motion that balances art and science—leveraging data, storytelling, and creative deal structuring to win competitive bake-offs against legacy POS providers and point solutions.
• • Partner shoulder-to-shoulder with reps on the toughest deals, jumping into discovery calls, executive presentations, and late-stage negotiations to remove blockers, craft ROI models, and secure multi-year commitments that expand Olo’s footprint.
• • Forecast with precision. You will own the quarterly number for Emerging Enterprise ARR and deliver board-ready commentary on pipeline health, win/loss drivers, and risk mitigation strategies. Expect to present to the SVP of Sales and cross-functional execs every month.
• • Collaborate daily with Business Development, Marketing, Sales Engineering, and Product to launch vertical campaigns, refine ICP scoring, and pilot new product bundles that resonate with emerging brands hungry for digital transformation.
• • Champion a culture of experimentation—testing new pricing tiers, vertical messaging, and channel partnerships—then codify winning tactics into scalable enablement assets that the entire sales org can adopt.
• • Serve as the voice of the Emerging Enterprise customer inside Olo, surfacing product gaps, integration hurdles, and market shifts that influence roadmap priorities and ensure our platform stays ahead of the innovation curve.
• • Travel up to 25 % to key markets, restaurant trade shows, and customer sites to build executive relationships, gather competitive intel, and host VIP dinners that position Olo as the thought leader in restaurant tech.
• • Model Olo’s core values: Start with empathy, Do the right thing, and Better together. You will foster psychological safety, celebrate wins loudly, and turn every loss into a learning moment that makes the team stronger.