Overview
director of hospitality, cafes Jobs in San Francisco Bay Area at the analog company
Title: director of hospitality, cafes
Company: the analog company
Location: San Francisco Bay Area
company description
the analog company is redefining loyalty for hospitality; designed for cafes, bakeries, and restaurants that care about brand, experience, and community. we believe loyalty should feel like recognition, status, and belonging, not manipulation or promotions.
we are designing an upscale, mobile-first experience that hospitality groups and culturally relevant brands would actually be proud to use.
role description
we're looking for a director of hospitality (cafes) to put analog in the hands of the operators we serve. this is a hands-on, high-ownership role working directly with the founder. you'll own the relationship with venues from first conversation to signed pilot to paying customer, and you'll build the sales motion that takes us from a handful of beloved cafes to hundreds.
you'll be the person operators trust to tell them what analog is, what it isn't, and why it's different from everything else asking for space on their counter.
what you'll do:
- own café and independent hospitality sales end to end; pipeline, demos, pilots, and close
- turn a founder-led, relationship-driven start into a repeatable motion that scales across markets
- get in the room (and behind the counter) with owner-operators: cafes, bakeries, roasters, and restaurants who care about brand and community
- run pilots from kickoff to paid conversion, partnering with the founding team on onboarding and handoff
- sell against the status quo. you'll know cold why an operator wants a direct relationship with their guests, not a third-party points program, and you can hold that line under pressure
- carry and grow relationships across the specialty coffee and independent hospitality community
- bring the field back to product: what operators ask for, push back on, and light up about
- own your number and the inputs that drive it
preferred qualifications
- 4–8+ years in sales, ideally selling software or services to restaurants, cafes, or independent hospitality
- a track record of building pipeline from zero, not just working an inbound queue or an inherited book
- you can run the full cycle yourself: prospect, demo, negotiate, close, and keep the relationship warm long after the contract is signed
- real fluency with owner-operators; you understand how these businesses think about money, time, and brand, and you respect all three
- comfort in fast-moving, ambiguous, early-stage environments where the playbook doesn't exist yet because you're the one writing it
- you understand the difference between recognition and rewards, and you can make an operator feel it in a single conversation
- based in san francisco; a lot of this happens in person
bonus if you have experience in:
- existing relationships in specialty coffee, food, or independent hospitality
- restaurant or hospitality tech sales (pos, payments, reservations, online ordering)
- building gtm from zero at an early-stage company
- carrying a quota and beating it
- in-person and field sales, not just zoom
- a genuine love of cafes; you have opinions about your beans (or matcha)
