Focal is the world's first autonomous personal comfort platform: an AI-enabled robotic heating system that delivers individualized warmth to each guest in real time. Rather than conditioning entire spaces, we heat people directly, the way modern lighting illuminates with intention. The result: up to 80% in energy savings, a 25% increase in patio seating capacity, two hours of labor savings per shift, and a 25% jump in five-star reviews for our restaurant partners.
In less than a year since our first commercial installation, we've logged over 30,000 hours of live operation across Michelin-star groups, regional chains, and independent operators throughout the Bay Area, including The Anchovy Bar, Wayfare Tavern, and Pacific Catch. Fast Company named us one of the World's Most Innovative Companies of 2026, alongside Waymo, Boston Dynamics, and Toast.
We're expanding to Southern California, and we're looking for the person who will own it.
This is not a territory you inherit. It's one you build. As Focal's first hire in Los Angeles area, you'll be responsible for landing the accounts that define our brand in the market, building a pipeline from scratch, and eventually hiring and developing the team beneath you. If you've been waiting for the kind of role where what you build is genuinely yours — this is it.
What You'll DoOwn the Southern California market.
You'll build our pipeline from scratch: identifying the right restaurant groups, hospitality operators, and multi-unit chains, and running account-based campaigns to open and close them. You'll know who the right targets are before anyone tells you, build relationships at every level of an organization, and close deals that compound over time.
Drive account-based strategy.
LA is a relationship market with one of the most vibrant outdoor dining scenes in the country. You'll develop a target account list, research key stakeholders, build multi-threaded relationships within priority accounts, and execute a disciplined approach to winning new business, not just working the warmest leads.
Represent Focal on the ground.
You'll be Focal's face in Southern California, attending industry events, building a local network in hospitality and food & beverage, and making sure the right operators know who we are and what we've built.
Lay the foundation for a team.
As the market grows, you'll play an increasingly important role in shaping how Focal scales, contributing to hiring decisions, onboarding future reps, and helping define the playbook for how we sell in new markets. You're not just closing deals; you're building something.
What We're Looking For4–8 years of B2B sales experience, with a track record of owning complex, multi-stakeholder deals from prospecting to close
Proven experience in account-based selling: you know how to build a target list, map an org, and run a disciplined outreach motion
Deep familiarity with the Los Angeles, Orange County, and San Diego market; existing relationships in hospitality, food & beverage, or real estate are a strong plus
Comfort with ambiguity: you've built pipeline in a new territory or for a new product before, and you didn't wait for leads to come to you
Early management instincts: you care about developing others and want to build something, not just hit a number
Genuine enthusiasm for what Focal is building: you understand why the product matters and can convey that authentically to operators
Named to Fast Company's World's Most Innovative Companies of 2026 alongside Waymo, Boston Dynamics, and Toast
Proven, measurable results: customers capture up to 80% energy savings, 25% more seating capacity, and a 25% jump in five-star reviews
Backed by Collaborative Fund, Third Sphere, Brainstorm Ventures, and leading angels across hospitality and energy
A founding team with deep technical and operational chops: Tesla, Zoox, Stanford, Harvard, and Carnegie Mellon robotics
Restaurants are just the beginning: Focal's platform is built to extend into homes, offices, warehouses, transit shelters, and hospitals
First-mover advantage in one of the most important hospitality markets in the country, with full support from the founding team
Focal is a San Francisco-based robotics company creating a world where comfort is personal, effortless, and sustainable. Through AI-enabled hardware, our personal comfort system delivers targeted, autonomous warmth while eliminating the energy and cost inefficiencies of traditional heating systems. We've raised $5M in funding and logged 30,000+ hours of live operation across Michelin-star restaurant groups, regional chains, and independent operators.
Learn more at focalheat.co or reach out at [email protected].
Skills Required
- 4-8 years of B2B sales experience owning complex, multi-stakeholder deals from prospecting to close
- Proven experience in account-based selling (build target list, org mapping, disciplined outreach)
- Deep familiarity with Los Angeles, Orange County, and San Diego markets
- Existing relationships in hospitality, food & beverage, or real estate
- Experience building pipeline in a new territory or for a new product; comfort with ambiguity
- Early management instincts and interest in hiring and developing a team
- Ability to represent the company on the ground in Southern California and attend industry events
- Genuine enthusiasm for Focal's product and ability to convey its value to operators
What We Do
Focal designs and manufactures intelligent robotic radiant heating systems specifically for outdoor restaurants. By integrating precision mechanics, advanced electronics, and sensing technology, Focal delivers targeted warmth that is significantly more energy-efficient than traditional heating solutions. The company focuses on creating high-quality, connected hardware systems that improve the outdoor dining experience through innovation in thermal management.
