Senior Manager, Revenue Operations & Field Sales

About This Role

ABOUT SOLATO

Solato is building the premium gelato platform for foodservice — combining a high\-end, single\-serve machine with a capsule system designed to scale through distribution. We don’t sell machines. We build markets.

Our growth model is anchored in machine placements that pull capsules through foodservice distribution at scale. We win by landing anchor accounts, activating brokers and distributors, and building a sales engine that performs market by market.

THE ROLE

The Senior Manager, Revenue Operations \& Field Sales is the sales execution leader for Solato USA. This role sits between strategy and the field, owning the systems, standards, and daily operating rhythm that turn sales strategy into consistent, measurable performance.

This is a hands\-on leadership role. You will directly manage the regional sales team from Day One, establish disciplined field execution, and build the operating infrastructure that supports rapid, multi\-market scale.

You are both the architect of the sales engine and a leader in the field.

WHAT YOU’LL OWN

Field Leadership \& Team Performance

\- Directly manage Regional Sales Managers and field sellers with clear performance standards, coaching cadence, and accountability.

\- Set expectations for daily, weekly, and monthly field activity tied to pipeline creation, machine placements, and post\-install consumption performance.

\- Lead ride\-alongs, deal strategy sessions, and field problem\-solving to accelerate close rates and account activation.

Revenue Operations \& Sales Infrastructure

\- Own CRM discipline, pipeline management, forecasting accuracy, and performance reporting across all markets.

\- Build and maintain standardized definitions of pipeline stages, qualified accounts, activated accounts, and consumption success.

\- Create dashboards that connect field activity to revenue, machine placements, and capsule velocity.

Broker \& Distribution Execution

\- Establish execution standards for brokers and distributor partners in coordination with regional sellers.

\- Implement joint business planning, account targeting, and performance tracking by market and partner.

\- Ensure distribution is driving pull\-through behavior, not just order\-taking.

Cross\-Functional Leadership

\- Partner closely with Operations, Finance, and Marketing to align forecasting, inventory planning, pricing, promotions, and field execution.

\- Translate market feedback into actionable changes in sales tools, onboarding, training, and go\-to\-market strategy.

Scaling the System

\- Design and implement onboarding, training, and field playbooks that allow Solato to scale sales capacity without losing standards.

\- Support hiring, ramping, and performance management of new field sellers as the organization grows.

WHAT SUCCESS LOOKS LIKE (FIRST 12–18 MONTHS)

\- A sales team operating with clear standards, consistent cadence, and accurate forecasting.

\- Measurable improvements in close rates, machine placements, and capsule consumption per machine.

\- Fully defined broker and distributor execution model across priority markets.

\- A scalable sales operating system that allows leadership to grow markets without being in every deal.

WHO YOU ARE

\- A proven sales operator and field leader, not just a manager.

\- 7\+ years in foodservice, beverage, or CPG\-driven sales with experience in scaling high\-growth organizations.

\- Strong background in sales operations, CRM systems, forecasting, and performance management.

\- Comfortable leading in the field — kitchens, back\-of\-house, distributor offices, and operator boardrooms.

\- Credible with hunters, brokers, and executives alike.

\- Highly organized, metrics\-driven, and execution\-obsessed.

COMPENSATION \& STRUCTURE

\- Competitive base salary.

\- Performance\-based bonus tied to team results, machine placements, and consumption performance.

WHY THIS ROLE

This is a build role, not a maintenance role. You will design and lead the sales engine for a national, distribution\-driven foodservice platform in its most critical growth phase.

You will have direct impact on how Solato scales — market by market, account by account, and team by team.

Job Type: Full\-time

Pay: $120,000\.00 \- $150,000\.00 per year

Benefits

• 401(k)
• Dental insurance
• Health insurance
• Paid time off
• Vision insurance

Work Location: In person