Regional Sales Executive I - Washington D.C. - Bear Robotics, Inc.

Description

Overview

Job Title: Regional Sales Executive I

Department: Sales/Business Development

Job Level: L3

FLSA: Exempt

Job Summary:

Bear Robotics is at the forefront of automated hospitality solutions, pioneering AI-driven autonomous robots. We are looking for a dynamic and experienced sales professional to join our team as an SMB - Regional Sales Executive I. The ideal candidate will leverage both new and existing relationships, possess a proven track record in driving rapid growth, and be passionate about high-tech innovations in the hospitality industry, particularly within the small and medium-sized business segment. This role is responsible for managing the full sales cycle for Servi Plus robots, engaging with inbound leads while proactively generating outbound opportunities.

Key Duties/Responsibilities

• Own the full sales cycle for SMB hospitality accounts, managing inbound leads and proactively sourcing outbound opportunities. This role takes full ownership of their local territory to generate and nurture new business opportunities, with a strong emphasis on outbound prospecting to drive new business.
• Qualify and prioritize leads using the BANT sales methodology.
• Conduct consultative sales conversations, leveraging operational knowledge of hospitality to tailor the value proposition of Servi Plus.
• Deliver engaging product demos remotely via Zoom or Google Meet, with occasional in-person meetings as needed.
• Collaborate with marketing and sales enablement to optimize lead conversion and outreach strategies.
• Manage pipeline, activity, and forecasting accurately in Salesforce.
• Coordinate closely with Robot Field Engineers (RFEs) and Account Managers during onboarding and trial periods to ensure smooth customer transitions and satisfaction.
• Maintain ongoing communication with prospects through the trial period, ensuring adoption and addressing concerns promptly.
• Identify and penetrate new verticals within the hospitality SMB segment to expand market presence.
• Support the product management team and communicate feature requests that capture the voice of Bear's customers, enhance our products, and grow the business inside the territory.
• Actively support and adhere to the company's safety, quality, environmental compliance programs and company policies.
• Perform all other duties as assigned or directed.

Success Metrics & KPIs

• Pipeline Management: Maintain a healthy pipeline with a balanced mix of 70% outbound and 30% inbound opportunities.
• Conversion Rate: Achieve a target conversion rate from qualified lead to closed deal of 25%–35%.
• Sales Cycle Velocity: Shorten average time from lead qualification to close to increase deal velocity.
• Demo Effectiveness: Maintain a high demo-to-close ratio by delivering tailored presentations that address customer needs.
• CRM Hygiene: Keep Salesforce data up to date with accurate forecasting, activities, and deal stages.
• Customer Onboarding Success: Ensure smooth handoff and successful trial completion through close collaboration with RFEs and Account Managers.

Supervisory Responsibilities

• None.

Required Skills/Abilities/Qualifications

• Excellent written and verbal communications skills, along with strong presentation, negotiation and interpersonal skills.
• Exceptional listening skills, including the ability to solve problems proactively and exercise sound judgment.
• Experience opening new markets and establishing new customers within the hospitality industry.
• Experience in highly technical products, proven sales and marketing ability.
• A consistent track record of increasing sales revenue.
• Achieving and exceeding targeted quarterly and annual sales goals, specifically closing 5 robots per month.
• Strong computer skills with CRM tools (Salesforce), sales engagement platforms (Salesloft), and virtual demo tools (Zoom, Google Meet).
• Consultative Sales Mindset: Able to listen deeply to customer needs and craft tailored value propositions that emphasize operational efficiency and ROI.
• Hospitality Industry Knowledge: Understands key pain points and workflows across restaurants, hotels, casinos, senior living, and entertainment venues.
• Results-Oriented: Driven to consistently meet and exceed quota with a strong sense of accountability and resilience.
• High Energy & Self-Motivated: Comfortable managing a high-volume pipeline and balancing inbound and outbound activities proactively.
• Coachability & Growth Mindset: Open to feedback and continuously improving sales skills and product knowledge.
• Organized & Detail-Oriented: Maintains accurate records and manages complex pipelines effectively to support forecasting and team transparency.

Preferred Skills/Abilities/Qualifications

• Previous hardware and Saas software experience highly preferred.
• Excellent time management skills with a proven ability to meet deadlines.
• Strong analytical and problem-solving skills.
• Ability to prioritize tasks.
• Ability to function well in a fast-paced startup environment

Education/Experience

• Bachelor's degree or equivalent work experience will be considered in lieu of degree.
• 3 years of outside sales experience required.
• Minimum 3 years of Restaurant Operations/Management experience AND/OR 1-year Broadline Food Distributor sales experience.

Physical Requirements

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

• Prolonged periods of sitting/standing at a desk and working on a computer. The employee routinely is required to sit; stand, walk; talk and hear; use hands to keyboard
• Specific vision abilities required by this job include close vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.
• Ability to lift 20 lbs.

The pay range for this position is $60k - $85k base salary + commission. Pay is dependent on the applicant's relevant experience.