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About the Role

The Sales Manager is responsible for making OTG's revenue predictable by owning the catering pipeline, developing sales representatives, and refining sales processes. This role focuses on building infrastructure, improving enablement, and optimizing outbound engagement, rather than closing deals directly.

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 corporate/conference work and high-volume event sales.
Build enablement materials, including value-articulation playbooks per vertical and trial-close discipline.
Use call and activity data as coaching evidence and track reps against a competency ladder.
Own hiring, onboarding, and ramp for the sales team.
Design OTG's outbound engagement motion, including target segments, cadence, and 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 and with partner organizations.
Set and enforce weekly outbound commitments per rep.
Own the measurement of outbound activities: touches, meetings held, and opportunities created.
Set the standard for client interactions, ensuring inquiries are answered with real proposals in under four hours.
Deepen key account relationships to grow repeat and referral business.
Jointly own client recovery 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, including daily team check-ins, sales standups, weekly kickoffs, and forecast meetings.
Document and enforce the marketing-to-sales routing rule and sales-to-production handoff criteria.
Report and resolve sales-side defects and partner with the Production Manager on planning-side defects.
Partner with Marketing Director and Finance on targets, commission design, and territory structure.

Requirements

3–6 years managing quota-carrying sales reps, with a proven example of a rep measurably improving under your management.
Demonstrated ability to build 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 strongly preferred.
Strong communication skills: warm, direct, and confident with clients, partners, and 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
Outbound Sales Strategy
CRM Proficiency
Google Suite
Sales Enablement
Reporting Tools
Client Relationship Management
Hospitality Industry Knowledge
Event Planning
Communication Skills
Writing Skills

Location

San Francisco (primary)
Bay Area travel

Work Type

Full-Time
Exempt Salaried

Experience Level

3-6 years managing quota-carrying sales reps

Education Level

Bachelor's Degree preferred

Salary/Compensations

$105,000–$120,000 base + variable
$150,000 on-target earnings

About the Company

Founded in San Francisco in 2010, Off the Grid is a leading mobile food innovator changing where and how food is consumed and created by transforming underutilized and temporary spaces into community gathering places.
Through public markets, corporate dining services and catering options, 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 through public events and catering that feed more than 100,000 people weekly, Off the Grid also offers a suite of business to business products and services, including Off the Grid Catering.

Equal Opportunity

We're 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.