Director, Enterprise Sales

About The Opportunity
We're all about connecting hungry diners with our network of over 300,000 restaurants nationwide. Innovative technology, user-friendly platforms and streamlined delivery capabilities set us apart and make us an industry leader in the world of online food ordering. When you join our team, you become part of a community that works together to innovate, solve problems, grow, work hard and have a ton of fun in the process!
Why Work For Us
Grubhub is a place where authentically fun culture meets innovation and teamwork. We believe in empowering people and opening doors for new opportunities. If you're looking for a place that values strong relationships, embraces diverse ideas-all while having fun together-Grubhub is the place for you!
The Impact You Will Make
Grubhub's Enterprise team is responsible for growing our enterprise relationships (25+ locations or >$50M in annual sales) with the goal of bringing additional value and revenue to Grubhub's Marketplace and/or delivery services. This is a supply focused position within our business that is responsible for adding various merchant types to our platform. As a member of Grubhub's senior leadership team and department leader, you will be responsible for owning all aspects of our Enterprise Sales team and executing on Grubhub's new business revenue and supply targets.
The position will report to our VP, Restaurant Success and will be responsible for leading our National efforts (100+ unit chains), Mid-Market sales efforts (restaurants 25-100 units in size), Franchise and New Vertical teams. This role is responsible for establishing sales territories, quotas and goals, managing commission, and establishing training programs for sales representatives, as well as the below:

• Accelerate the growth of the Enterprise business through selling Grubhub's products and services as well as support our Go To Market efforts into new verticals
• Motivate and energize the team to make proactive decisions in all their communications with clients, assist in contractual negotiations as necessary
• Assess the competitive landscape and institute changes to the sales program in response to competitors' changes
• Create monthly, quarterly and annual sales goals and keep your manager, peers and team apprised of the progress. You'll be responsible for developing a long term vision and strategy for the future direction of the team as well as aligning them to initiatives set by the executive leadership team
• Build relationships and sell consultatively to drive buying decisions of VP, Director, and C-Level executives at Enterprise restaurant brands. This includes getting Grubhub in front of decision makers for in person presentations, conferences and more
• Participate and lead client and prospect meetings as needed as well as supporting the team on content creation, strategy, talk tracks and more
• Managing pipeline and sales activity with an ability to accurately forecast
• Fostering a learning culture, focused on high-performance, agility, and creativity within the team
• Recruiting, developing, training, and motivating a group of high achieving A-players, based on Grubhub's company values
• Maximize Grubhub's industry presence through the strategic selection of industry events, speaking opportunities and thought leadership

What You Bring to the Table?

• 12+ years of people/sales management experience or 8+ years of top performing sales experience with leadership responsibilities
• 6+ years of experience leading an enterprise merchant sales cycle (6+ months)
• Experience taking a new product or service to market and a proven track record of success
• Bachelor's degree in business administration, sales, marketing, related field or equivalent sales experience. MBA Preferred.
• Requires frequent travel to industry conferences and clients. Most travel is outside the local area and overnight
• Must be focused and organized and have excellent communication, organizational and problem solving skills
• Must be a highly intelligent, driven individual with an extraordinary amount of professionalism and common sense
• Must be comfortable giving and receiving criticism, asking a lot of questions, and taking ownership. Ideally this person is a self starter and doesn't need much oversight and direction to run their team effectively
• Must be extremely responsible, have an open and engaging personality, and a quick mind
• Strong leader with a track record of driving results and developing their team

Bonus Points:

• Experience working in a startup or high velocity sales environment
• Are a really big foodie or have worked in the foodservice industry
• Knowledge of restaurant operations, apps/branded channels, POS and hospitality experience is strongly desired.
• Knowledge selling into hospitality, convenience, retailers, grocers or other relevant new verticals

And Of Course, Perks!

• Flexible PTO. Grubhub employees enjoy a generous amount of time to recharge.
• Health and Wellness. Excellent medical, dental and vision benefits, 401k matching, employee network groups and paid parental leave are just a few of our programs to support your overall well-being.
• Compensation. You'll receive a great compensation package with eligibility for generous incentives, bonuses, commission, or RSUs (role-specific).
• Free Meals. Our employees get a weekly Grubhub credit to enjoy and support local restaurants.
• Social Impact. At Grubhub we believe in giving back through programs like the Grubhub Community Fund . Employees are also given paid time off each year to support the causes that are important to them.

Grubhub is an equal opportunity employer. We welcome diversity and encourage a workplace that is just as diverse as the customers we serve. We evaluate qualified applicants without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, veteran status, and other legally protected characteristics. If you're applying for a job in the U.S. and need a reasonable accommodation for any part of the employment process, please send an email to [email protected] and let us know the nature of your request and contact information. Please note that only those inquiries concerning a request for reasonable accommodation will be responded to from this email address.
If you are a resident of the State of California and would like a copy of our CA privacy notice, please email [email protected].