Director, National Account Sales

Director, National Account Sales

Location: Remote, United States, with significant travel

Your mission on the National Accounts team:

At TouchTunes, your work matters! We reach millions of people every month across the largest connected venue network in the country, spanning our in-venue jukeboxes, a fast-growing mobile app, and BullShooter darts. As Director, National Account Sales, you will open the door to the country's restaurant, bar, and hospitality chains and bring TouchTunes' to venues it has never reached, turning a visit into an experience that keeps guests entertained, engaged, and staying longer. You will own the front of a deliberate, high-value sales motion: identifying the chains that fit, building relationships with the executives who decide, and guiding them from first conversation to a structured pilot. This is a builder's role for a senior, relationship-led seller who knows how to win complex, multi-stakeholder deals over a long cycle and wants to stand up a motion that reverses a market trend rather than simply work an existing book.

Who we're looking for: a seller who has brought customer-facing solutions or technology into restaurants, bars, and hospitality chains: solutions that shape how guests engage, interact, and spend time in a venue. If your background is in entertainment, digital media, guest engagement, loyalty, or other front-of-house experience technology, we want to talk to you.

Your day-to-day:

• Own new-chain origination end-to-end: identify fit-qualified national and large-regional chains, open executive relationships, and lead a complex, multi-stakeholder sale over a twelve to eighteen month cycle.
• Sell on guest-experience outcomes: position TouchTunes' connected entertainment platform (jukeboxes, mobile app, and BullShooter darts) as a driver of guest engagement, dwell time, repeat visits, and incremental beverage revenue, and build the business case with brand, marketing, guest-experience, operations, and finance leaders.
• Bring chains to a structured, low-barrier pilot, securing a pre-agreed path to expansion before the pilot begins rather than leaving the rollout decision open-ended.
• Carry the corporate relationship as the single accountable owner of the account, coordinating deployment through TouchTunes' operator and management-company partners without handing off the relationship.
• Work the concept-fit discipline rigorously: concentrate effort on the venues where the product earns, high-dwell, adult beverage-serving concepts with a bar, and qualify out the rest early.
• Partner closely with the national accounts team that runs pilots to conversion and expansion, staying in as the relationship owner and escalation point through rollout.
• Operate on a disciplined cadence with sales leadership and the CRO, including weekly activity and pipeline review, monthly business reviews, and quarterly benchmarks tied to throughput, not just closed revenue.
• Build the playbook as you go: document what wins, so each landed chain shortens the next same-segment pilot and compounds the motion.

Your profile:

• 10 or more years in enterprise or national-account sales that enhance the customer or guest experience, with a track record of closing complex, multi-stakeholder deals into restaurant, bar, hospitality, entertainment, or multi-unit franchise organizations.
• A relationship-led hunter, comfortable originating and carrying deals over a twelve to eighteen month cycle, not a high-volume transactional seller.
• Direct experience selling products, services, or customer engagement solutions, such as in-venue entertainment, music, digital signage or media, guest-facing mobile apps, loyalty and engagement platforms, guest Wi-Fi or audio/visual systems, gaming, or other front-of-house technology.
• Credible, current relationships across national restaurant and hospitality chains, franchise groups, or the trade organizations that serve them, particularly with the executives who own the guest experience, brand, marketing, and operations.
• Demonstrated success selling a considered, multi-stakeholder solution to corporate decision-makers, ideally involving a pilot-to-rollout motion and an in-venue technology product that combines hardware, software, and content.
• Comfort operating in an early-stage, build-from-scratch motion inside an established company, with the discipline to work a tight inspection cadence and the judgment to qualify hard.
• A self-directed operator who can generate and work warm pipeline from existing relationships and referrals without relying on an SDR team at the outset.
• Willingness to travel significantly to meet chain executives where they are, and comfort working remotely and independently between trips.
• A hands-on, strategic seller who thrives in a PE-backed, high-growth environment.
• Bachelor's degree or equivalent experience.

How success is measured in the first twelve months:

This is a long-cycle, high-value motion, so early success is measured on the leading indicators that build toward revenue, not on closed revenue alone. The pilot clock is real: a pilot runs roughly ninety to one hundred twenty days from install, and an enterprise chain closes over twelve to eighteen months, so the first year is judged on the activity and progress that reliably produce later revenue.

• Weeks 1 to 2: complete immersion on the product, the systems, the talk track, and the concept-fit criteria.
• Months 1 to 3: build outreach and meeting volume with fit-qualified chains; move the first chains toward pilot; establish a qualified pipeline.
• Months 3 to 6: sustain meeting and pilot-origination volume; bring the first pilots to install; begin converting the earliest pilots toward contract.
• Months 6 to 12: first conversions to contract and pre-agreed expansion triggered; pipeline deep enough to support a second seller on proven conversion.

Weekly inspection of activity and pipeline is expected throughout. Revenue is a back-half and second-year outcome by design, and the role is measured accordingly.

What's in it for you:

At TouchTunes, your work impacts our customers as part of interesting projects that transform the in-venue entertainment industry. We foster open communication and collaboration across all levels, with approachable leaders that value all voices and empower you to excel and innovate. Our team thrives in an environment where fun meets hard work, and everyone is encouraged to be their authentic selves.

Our Perks and Benefits:

• Hybrid Work Environment: Hybrid schedule with 50% work-from-home and in-office time, with the ability to work anywhere in the world for up to 2 months per year.
• Financial Wellness: Annual performance bonus, long-term company bonus, 401k matching, life insurance.
• Comprehensive Benefits: Competitive health insurance and disability coverage, a Lifestyle Spending Account, access to telemedicine, and an unlimited sick days policy.
• Professional Development: Continuous hands-on learning with access to e-learning platform, tuition reimbursement, and peer mentorship.
• Accessibility: An inclusive workplace designed to accommodate people with disabilities.

TouchTunes is the world's largest in-venue interactive music and entertainment platform, and we're all about sparking joy and human connection. That moment in a bar where someone at the next table cues the jukebox to play your favorite song? That's what we do, but we're also so much more.

Today, our offering goes beyond music: BullShooter soft-tip electronic dartboards are now part of the TouchTunes experience, expanding our footprint in social, in-venue entertainment. We've also recently launched a reimagined mobile app, bringing an even more seamless and engaging experience to our users. We're innovators, strategic thinkers, people making the future possible today, and what a great time to join our team.

Work Requirements: Must be authorized to work in the United States

TouchTunes is an Equal Employment Opportunity / Affirmative Action employer. TouchTunes provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, creed, sex, gender identity or expression, age, national origin or ancestry, citizenship, disability, sexual orientation, marital status, pregnancy, veteran status, membership in the uniformed services, genetic information, or any other basis protected by applicable law. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.