Founding Sales Manager

Company Overview

Focal is re-imagining heating, comfort, and outdoor hospitality operations. Our software-native robotic heaters give restaurants a new way to extend patio seating and elevate guest experiences while delivering clear operational efficiencies and bottom-line savings. We’ve secured an exciting group of early restaurant partners like Pacific Catch and the Atomic Workshop group, and are gearing up for commercial launch. We are a venture-backed, seed-stage startup building the future of outdoor comfort.

Role Overview

We’re hiring a Sales Manager to own end-to-end sales with small and medium-sized hospitality businesses in the Bay Area — independent restaurants, owner-operators, and regional chains. You will take prospects from first conversation through closed deal, then hand off to our deployment team.

This is not an inside sales or lead-gen role. You’ll be out in the field every day — meeting operators, running demos, and closing.

Most importantly, you'd be the first full-time commercial hire. “Building the plane while flying it” is the name of the game. You’ll be expected to execute in areas of high ambiguity, learn and iterate quickly, and set up processes, all while closing sales and keeping happy customers.

What You’ll Do

• Own the sales process for Bay Area SMBs and regional chains: from first touch to signed contract.

• Run demos and product walkthroughs that convert operators into customers.

• Build strong, direct relationships with owners, GMs, and decision-makers.

• Collaborate with marketing on outbound, events, walk-ins, and your own scrappy tactics to build pipeline.

• Work hand-in-hand with the founder on strategy, pricing, and playbook iteration.

• Hand off signed accounts smoothly to deployment/project management. In some cases, your involvement might be necessary in deployments too.

• Diligently track all sales activities and opportunities in CRM system (we are using Attio)

What We’re Looking For

• Bias to act: you don’t wait for leads, you make things happen.

• Track record of success: achieved and exceeded quotas repeatedly

• Hospitality familiarity: understands the restaurant/hotel customer (ideally has sold to them before) or is deeply passionate about engaging with hospitality operators.

• Field-first mindset: comfortable being out at customer sites most days rather than behind a desk.

• Hardware + SaaS experience: you’ve sold a product that has both a physical component and a recurring software/service layer.

• AI-native: fluent with AI tools to make yourself faster and sharper.

• Proven ability to close deals with SMBs; bonus if you’ve sold into regional chains.

• Open to entry-level candidates that have demonstrated ability to close customers and manage client relationships.

• Ability to travel locally/regionally as needed, with valid driver’s license.

Compensation

• 60% base salary / 40% commission, designed for strong on-target earnings if you deliver.

• Opportunity for rapid advancement and uncapped earning potential.

• Equity.

• Full benefits: medical, dental, vision, for you and your dependents. 401(k).