VP, Sales - Restaurants

Overview

Shift4 (NYSE: FOUR) is boldly redefining commerce by simplifying complex payments ecosystems across the world. As the leader in commerce-enabling technology, Shift4 powers billions of transactions annually for hundreds of thousands of businesses in virtually every industry. For more information, visit

The Vice President, Restaurants (F&B) is the North America production owner for Sky Tab POS growth and holds full commercial accountability for the Food & Beverage vertical, including all end-to-end F&B deals across payments, POS, and integrated solutions.

This role carries a clear commercial mandate and full accountability for restaurant production performance:

• Reseller production and productivity
• Legacy merchant conversions to Sky Tab POS
• Go-live performance and conversion success

The VP is a growth operator who drives predictable, scalable growth across SMB, reseller, and enterprise channels while ensuring revenue velocity, install throughput, and conversion performance meet plan.

• Own total Sky Tab POS production performance across North America.
• Deliver against new logo targets, reseller output goals, enterprise bookings, legacy conversions, and go-live activation metrics.
• Drive install velocity and reduce time-to-live in partnership with Operations.
• Establish clear production dashboards and performance correction mechanisms.
• Lead forecast accuracy and pipeline discipline across all restaurant channels.
• Lead new direct sales production, with strong emphasis on independent and SMB restaurant growth.
• Build repeatable outbound and inbound production models.
• Drive rep productivity, close rates, deal velocity, and average revenue per install.
• Implement performance management systems and corrective actions when production lags.
• Sky Tab growth is driven by velocity in the SMB segment. This leader must build and optimize that engine.

Channel ownership reports into this role. This includes full accountability for:

• Reseller recruitment strategy
• Activation and onboarding standards
• Enablement frameworks
• Productivity measurement
• Performance correction and termination of underperforming partners

If reseller production declines, this role owns recruitment quality, activation speed, enablement standards, and accountability mechanisms. It is channel production management, not relationship management.

• Drive enterprise bookings and strategic multi‑location wins.
• Improve sales cycle velocity and competitive displacement rates.
• Align pricing, packaging, and deployment models to increase close probability.
• Ensure enterprise efforts support overall production targets rather than divert focus from SMB engine growth.
• Own conversion of Shift4’s payments‑only restaurant merchants to Sky Tab POS.
• Build structured conversion programs tied to revenue impact and install throughput.
• Remove friction in pricing, packaging, and migration processes.
• Measure and improve conversion rate and activation time.

While install cycle time may sit within Operations, this role is measured on:

• Go-live activation rates
• Install throughput
• Time-to-revenue
• Conversion success

The VP must work cross‑functionally with Operations and Implementation to remove friction and accelerate installs. Growth impact remains accountable here.

• Adjust packaging, positioning, and channel strategy to increase win rates.
• Ensure field messaging aligns to production goals.
• Industry visibility is valuable — but production performance is mandatory.

• 10+ years leading revenue‑producing teams in restaurant technology, POS, or payments.
• Demonstrated ownership of direct sales production and channel production performance.
• Proven ability to scale SMB and reseller‑driven growth engines.
• Experience managing dealer/VAR recruitment, activation, enablement, and accountability.
• Track record of driving measurable improvements in install velocity and revenue activation.
• Strong understanding of F&B tech stack (POS, KDS, online ordering, loyalty, mobile pay, BOH systems).
• Experience competing against major restaurant POS platforms.
• Demons…