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About the Role
The Sales Manager is responsible for making OTG's revenue predictable by owning the catering pipeline, its velocity, and the company's forecast. This role focuses on building and refining sales infrastructure, including the enablement playbook, outbound engagement, and sales process structure, to develop the sales team.
Responsibilities
- Own the honesty of the catering pipeline, including stage-advance criteria, next steps, and close-lost discipline.
- Maintain pipeline coverage at or above 3x forward revenue and drive deals without movement past two weeks to zero.
- Produce a weekly and monthly forecast built on stage-level close rates and probability weighting.
- Manage activity rigorously, ensuring deals created and closed within the same month are accounted for.
- Reduce single-rep and single-deal concentration.
- Run weekly 1:1s with every rep for pipeline review, deal coaching, and development goals.
- Coach reps on large-deal corporate/conference work and high-volume books for schools, nonprofits, and events.
- Build missing enablement, including a value-articulation playbook per vertical and trial-close discipline.
- Use call and activity data as coaching evidence, tracking reps against a competency ladder.
- Own hiring, onboarding, and ramp for the growing team.
- Design the outbound engagement motion, including target segments, cadence, and a values-aligned approach.
- Personally open and hold a defined set of relationships to prove the outbound motion, then transition them to reps.
- Build OTG's presence in community spaces like venue partners, chambers, and creator networks.
- Set weekly outbound commitments per rep and hold the team accountable.
- Own the measurement of outbound efforts: touches, meetings held, and opportunities created.
- Set the standard for sales as hospitality, ensuring all inquiries receive a real proposal in under four hours.
- Deepen key account relationships to grow repeat and referral business.
- Jointly own client recovery when an event underdelivers, in partnership with the Production Manager.
- Coach reps to lead with added value rather than discounting and escalate pricing exceptions per policy.
- Run the operating cadence: daily team clock-in/out, sales standup, weekly kickoff, and weekly forecast to leadership.
- Document and enforce the marketing-to-sales routing rule and sales-to-production handoff criteria.
- Report and resolve sales-side defects, partnering with the Production Manager on planning-side defects.
- Partner with Marketing Director and Finance on targets, commission design, and territory/segment structure.
Requirements
- 3–6 years managing quota-carrying sales reps, with a demonstrable example of a rep who measurably improved under your management.
- Experience building a forecast from stage-level close rates and probability weighting.
- Experience standing up or substantially rebuilding an outside sales motion, including targeting, cadence, and measurement.
- CRM fluency sufficient to build reports, enforce stage criteria, and recognize data insights.
- A coaching instinct, knowing when to ask questions and when to be direct.
- Catering, hospitality, events, or experiential background is strongly preferred.
- Strong communication skills: warm, direct, and confident with clients, partners, creators, and the team.
- Strong writing discipline for escalations, forecasts, and coaching notes.
- Proficiency in Google Suite.
- Comfort with sales enablement and reporting tools.
- Valid California Driver's License with a clean driving record.
- Reliable transportation to Bay Area client and event sites.
- Bachelor's Degree preferred, not required.
Skills
- Sales management
- Pipeline management
- Forecasting
- Sales coaching and development
- Outbound sales strategy
- CRM proficiency
- Google Suite
- Sales enablement tools
- Reporting tools
- Communication
- Writing
- Hospitality industry knowledge
Location
- San Francisco (primary)
- Bay Area travel
Work Type
- Full-Time
- Exempt Salaried
Experience Level
- 3-6 years managing sales reps
Education Level
- Bachelor's Degree preferred
Salary/Compensations
- $105,000–$120,000 base + variable
- $150,000 on-target earnings
Benefits
- Variable compensation tied to team sales goals attainment
- Additional upside for exceeding goals
About the Company
- Founded in San Francisco in 2010, Off the Grid is a leading mobile food innovator transforming underutilized spaces into community gathering places through public markets, corporate dining, and catering.
- Off the Grid brings communities together around food while increasing economic opportunity for mobile food entrepreneurs.
- Acclaimed for reinvigorating the Bay Area street food scene, serving over 100,000 people weekly.
- Offers business-to-business products and services, including Off the Grid Catering.
Equal Opportunity
- Off the Grid is committed to building a team that reflects the communities we activate in.
- Off the Grid is an equal opportunity employer and considers all qualified applicants regardless of race, color, religion, sex, national origin, sexual orientation, gender identity, disability, or protected veteran status.