Sales Lead

Focal

Sales Lead responsible for owning and building the Southern California market for Focal's AI-enabled heating system. Engaging hospitality operators and driving account-based strategies in Los Angeles and surrounding areas.

Posted 7/9/2026full-timeRemote • California • 🇺🇸 United StatesSenior💰 $160,000 - $250,000 per yearWebsite

About the role

Key responsibilities & impact

Own the Southern California market.
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.
Drive account-based strategy.
Represent Focal on the ground.
Lay the foundation for a team.

Requirements

What you’ll need

4–8 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.

Benefits

Comp & perks

Offers Equity
Offers Commission

ATS Keywords

✓ Tailor your resume

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

Account-Based StrategyComplex Deal ManagementProspectingOutreach MotionTarget List Building

Soft Skills

Comfort with AmbiguityEnthusiasm for ProductRelationship BuildingTeam Development