The Role
As Sales Manager for SMB, lead a team of Account Executives, driving revenue, coaching talent, and sustaining a performance-focused culture.
Summary Generated by Built In
Are you a proven SMB sales leader with a track record of consistently hitting (and beating) goal in high-velocity environments? Do you thrive on coaching, accountability, and building teams that execute with rigor? If so, this is a pivotal opportunity to help scale ChowNow’s SMB sales engine.
About Us:
ChowNow is one of the leading players in off-premise restaurant technology. As takeout becomes a vital revenue stream for independent restaurants, our platform helps owners focus on what they do best—serving great food—by offering solutions across the entire digital dining experience. From building branded websites and mobile apps, to powering online orders, managing menus, consolidating delivery, and running targeted marketing, we give restaurants the tools to grow on their own terms.
We support over 20,000 restaurants across North America, helping process $1B+ in gross food sales while saving our partners over $700M in third-party commission fees. Through our white-label ordering solutions, a growing demand network (including Google, Yelp, Apple, and Snap), and a diner-friendly marketplace, we empower independent restaurants to own their customer relationships and avoid inflated pricing and fees charged by 3rd party delivery apps like Uber and Doordash.
Founded in 2012, we’ve navigated rapid growth and transformation—from startup roots through the pandemic boom—and are now beginning an exciting new era under our CEO, Kanika Soni. As we evolve with new leadership and cutting-edge tools, we’re deepening our commitment to helping local restaurants thrive in the digital economy.
About the Position:
As a Sales Manager, SMB, you will lead a team of Account Executives focused on high-velocity acquisition of independent restaurants. This role is ideal for a hands-on leader who has personally sold in SMB, understands volume-driven sales motions, and has consistently delivered results as a people manager. You will be a player/coach expected to sell SMB and Mid Market sized deals in order to ensure continuous alignment and understanding of the challenges sellers face on a daily basis.
You’ll be responsible for driving predictable revenue, developing top talent, and reinforcing a disciplined, metrics-driven sales culture.
This role reports directly to the Director of Sales and will manage a team of ~10 Account Executives. Requires travel in the West Coast market 2-3 times a month.
This is a remote role based on the West Coast of the United States. Please note: ChowNow is not eligible to employ in every state and the recruiting team will confirm location and eligibility before moving past initial stages.
WHAT WE LOVE ABOUT YOU:
You put restaurants first. You deeply understand the importance of local restaurants and put them at the center of everything you do. You aim to help them not only survive but thrive.
You celebrate diversity. You recognize that diversity and inclusivity matter. You’re committed to progress, which means everyone gets the support and resources they need, no matter who they are. You have an ability to listen to other team members' ideas and can thrive in an environment that embraces individuality. Everyone’s voice counts.
You raise your hand. You consistently go above and beyond what is asked of you. You help your peers accomplish their tasks while also excelling at accomplishing your own. When you have a smart idea, you raise your hand and share it.
You keep reaching. You set clear ambitious goals. You don’t allow yourself to become complacent with where you’re at and what you’ve done, so you seek out new opportunities and challenges.
Specifically, you will:
- Lead, coach, and develop a team of SMB Account Executives in a high-velocity sales environment
- Drive consistent performance against weekly, monthly, and quarterly revenue target
- Run effective 1:1s, pipeline reviews, forecast calls, and live call coaching
- Maintain accurate forecasting within ±15% variance through disciplined pipeline management
- Partner closely with Revenue Enablement to identify skill gaps and deliver targeted training
- Collaborate with Revenue Operations on process optimization, tooling, and reporting
- Hire, onboard, and ramp top-performing sales talent
- Ensure strong Salesforce hygiene and data integrity to maximize conversion and productivity
- Build and sustain a high-performance, high-accountability team culture
- Dive in personally as a player/coach to help support your team and close deals individually
Within 30 Days You’ll:
- Progress through our Ramp Camp (ChowNow’s New Hire Onboarding Experience)
- Shadow AE calls and demos to internalize sales motion and messaging
- Cross-train with Onboarding, Customer Success, and Support to understand the full customer lifecycle
- Launch weekly 1:1s and establish individual development plans
- Build and customize Salesforce dashboards for pipeline visibility, conversion, and rep productivity
- Begin weekly reporting cadence on attainment, conversion rates, and pacing
Within 60 Days You’ll:
- Complete a full team assessment and deliver targeted coaching plans
- Partner with Enablement to launch training focused on highest-impact performance gaps
- Meet with multiple restaurant partners to deepen understanding of buying triggers and competitive positioning
- Publish your first playbook updates based on real deal data and customer insights
Within 90 Days You’ll:
- Implement at least one process or tooling improvement with Revenue Ops
- Establish an ongoing AE hiring pipeline in partnership with Recruiting
- Operationalize playbook governance—win/loss reviews, talk track iteration, and adoption accountability
- Drive measurable improvements in data integrity, conversion rates, and forecast accuracy
- Build a strong, engaged, execution-focused team culture
- Start making 5-10 discovery calls a month in order to work toward your first close
You Should Apply If You Have:
- 4+ years of sales management experience in SMB, high-velocity SaaS or marketplace environments
- Demonstrated experience in both inside and outside sales
- A proven track record of consistently hitting or exceeding quota as a manager
- Prior experience selling SMB yourself—you understand the motion, objections, and pace
- Demonstrated success improving conversion rates, ramp times, and rep productivity
- Strong coaching instincts with a people-first leadership style
- Deep comfort with Salesforce, forecasting, pipeline analysis, and performance metrics
- The ability to balance strategy and execution—you can build the plan and jump in to close when needed
About Our Benefits:
- Estimated On Target Earnings (OTE): $130,00-$165,000 (depending on candidate experience and location)
- Ongoing training and growth opportunities.
- A "Best Place to Work" winner multiple times where we focus on creating a great employee experience.
- Rock solid medical, dental, and vision plans.
- Mental Health Coverage - we offer several programs to support your mental health and wellness goals.
- Unlimited Paid Vacation. We expect you to work hard, but still enjoy your personal life
- 7 weeks of baby bonding time for all new parents (within the first year of birth or adoption), 8 Weeks of Paid Pregnancy Leave.
- 401(k) Matching
- Employer-contributing student loan assistance program or continuing education reimbursement program
- Employee Stock Incentive Plan.
- Pet insurance for your fur babies
- Consistent & fair leadership: we’ll share info, set clear goals, show you respect, and treat everyone fairly.
- Enough freedom to spread your wings while still holding you accountable.
The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. This is not intended to be an exhaustive list of all responsibilities, duties and skills required.
As one of ChowNow’s core values, “Celebrates Diversity”, we are committed to an inclusive and diverse work environment. ChowNow is an equal opportunity employer. We do not discriminate based on race, color, ethnicity, ancestry, national origin, religion, sex, gender, gender identity, gender expression, sexual orientation, age, disability, veteran status, genetic information, marital status or any legally protected status. We are committed to developing a barrier-free recruitment process and work environment, if you require any accommodation, please let us know at your earliest convenience and we’ll work with you to meet your accessibility needs.
Information Regarding Recruiting Scams: ChowNow does not engage in outreach to prospective candidates by text message about employment opportunities, interviews, or employment offers, and we do not make job offers after only one interview. ChowNow does not ask candidates to submit sensitive personal information (Passport details, banking information, etc.) as part of the interview process. ChowNow employment offers are made by a ChowNow Talent Acquisition team member with a @chownow.com email address only. ChowNow does not ask candidates to provide funds to the company for onboarding, equipment, or supplies. If you receive an employment inquiry or employment offer from a non @chownow.com email address, consider it spam.
Read here about your California privacy rights.
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Skills Required
- 4+ years of sales management experience in SMB
- A proven track record of consistently hitting or exceeding quota as a manager
- Prior experience selling SMB yourself
- Deep comfort with Salesforce, forecasting, pipeline analysis, and performance metrics
- Strong coaching instincts with a people-first leadership style
- Demonstrated success improving conversion rates, ramp times, and rep productivity
- The ability to balance strategy and execution
What the Team is Saying
Kim
Lead Front End Engineer
ChowNow Compensation & Benefits Highlights
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Healthcare Strength — Employer-listed comprehensive medical, dental, and vision plans plus mental-health coverage indicate strong core health support.
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Parental & Family Support — Paid parental leave with 7 weeks of baby-bonding for all new parents and 8 weeks of paid pregnancy leave points to meaningful family support.
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Leave & Time Off Breadth — Unlimited PTO and paid holidays are advertised, signaling broad time-off flexibility on paper.
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The Company
What We Do
ChowNow’s vision is to become the leading North American platform connecting diners and independent restaurants for at-home dining. The ChowNow Platform continues to grow its product offerings and bring restaurants and diners closer together. Our marketplace provides commission-free ordering for restaurants nationwide and diners with an ever-growing selection of independent restaurants. Our demand network provides diners with the ability to order where they’re already online, including Google, Yelp, Instagram, Snap, and many others. And our white-labeled online ordering system provides restaurants with a branded experience for diners on their website and their own iOS and Android apps for a reasonable monthly fee regardless of order volume. To date, we’ve created over 20,000 apps for our restaurant partners – something that’s never been done before in our category. We operate this way because of our belief in being fair, sustainable, and equitable with our restaurant partners and the same goes for our culture.
Why Work With Us
Diversity, teamwork, and mutual respect are among our core company values. We pride ourselves on giving our teams plenty of opportunities to make their mark. Join us and help ensure ChowNow becomes the diner’s first choice for socially responsible online ordering. Together we can preserve neighborhood flavor, one restaurant at a time.
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ChowNow Offices
Hybrid Workspace
Employees engage in a combination of remote and on-site work.
Our hybrid policy asks local Los Angeles employees to come in 2 times a week to allow for in person collaboration and cross-functional relationship building. Our open air, Culver City Headquarters is spacious and inviting for teams to be together.
Typical time on-site:
2 days a week
Culver City, CA
The ChowNow HQ is in the heart of LA's tech scene. Culver City is near the beach, the freeways, the airport, & the tech industry action. Just 5 minutes from the vibrant center of Downtown Culver City, team members have the opportunity to explore the local fare to their heart's content.
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