Vice President: Sales

Vice President of Sales: Marty AI

Marty AI · Powered by Lavu

Hunter. Analytical. Operator mindset. First commercial hire.

A New Category. A Genuinely Unfillable Gap. Until Now.

Every multi-unit restaurant group runs on 10 to 15 disconnected systems. Lavu for POS. 7shifts for scheduling. MarginEdge for invoices. OpenTable for reservations. Each one has its own north star metric. None of them talk to each other. Nobody is watching the whole picture.

The result? Operators run blind. Labor creep happens shift by shift. Revenue leaks through comps, pricing gaps, and lapsed guests. Control failures compound quietly, shared logins, void patterns, managers overriding what no one is tracking. By the time it shows up on the P&L, the money is gone.

This gap has always existed. It was unfillable because no human can parse 50,000 signals per day across a restaurant portfolio and surface what matters in time to act.

In our first full engagement across a well-known multi-unit hospitality group, Marty connected 13 data sources over a 90 day period and identified $2.9M in hidden operational exposure: $1.24M in labor, $980K in revenue, and $680K in control and compliance risk. None of it was visible in any single system. All of it was recoverable. (usemarty.com/report)

For growing operators, Marty solves a second problem: standardization. When you go from 5 locations to 20, you lose the ability to run operations the way you did when you could be everywhere. Marty restores that visibility and control at scale. It is the operational backbone operators didn't know they could have.

The Role

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.

The buyer is the person accountable for EBITDA. You are not selling to single unit restaurant owners, ops coordinators or IT leaders. You are having a financial and operating conversation with a senior operator who needs to see the numbers before they move.

What You'll Own

• Full sales cycle, end to end. No handoffs. No support structure. This is P0 for the company, you work directly with the CEO and sit on the leadership team.
• 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 the initial contract, coordinate delivery with the CEO, present findings, convert to subscription.
• Document everything. Every loss reason and every win pattern becomes the foundation of the playbook.
• Feed product direction. You are closer to the market than anyone. What objections surface, what integrations unlock deals, what language converts, that signal shapes what gets built.
• Hire your team. Once you have enough signal to know the profile, you recruit your own backup.

Who You Are

The successful candidate thinks like an operator, sells like a banker, and hunts like a recruiter. Restaurant experience is useful but not required. What is non-negotiable is the motion: self-sourced, analytical, CFO/COO buyer, middle-market deal size.

Non-Negotiables

• Proven hunter. Your pipeline in previous roles was primarily self-generated. You have a system: how you identify accounts, how you manufacture urgency, how you get in front of the right person without a warm intro.
• You've closed middle-market deals in the $100,000 to $300,000 range. Not transactional volume. Not an 18-month enterprise motion. Real money with real urgency, closed in weeks to a few months.
• You've 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.
• You can build without infrastructure. No RevOps, no content team, no brand awareness doing your job for you. You are comfortable being the entire commercial motion.

Strong Advantages

• You've 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.
• You've come 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.
• You've 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.
• You h