Back to jobs
New

VP, Sales - Restaurants

Center Valley, Pennsylvania, United States; Las Vegas, NV; Remote - North America; Tampa, Florida, United States

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 www.shift4.com.

Position Summary

The Vice President, Restaurants (F&B) is the North America production owner for SkyTab 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. The VP is responsible, in order of priority, for:

  • New direct sales production
  • Reseller production and productivity
  • Enterprise production
  • Legacy merchant conversions to SkyTab POS
  • Go-live performance and conversion success

This is not a strategic ambassador role. It is a growth operator role.  If installs stall, reseller output drops, enterprise cycles elongate, or legacy conversions underperform — this leader owns the outcome.  The VP will drive predictable, scalable growth across SMB, reseller, and enterprise channels while ensuring revenue velocity, install throughput, and conversion performance meet plan.

Core Accountabilities

North America Revenue & Production Ownership

  • Own total SkyTab 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.

Direct Sales & SMB Growth Engine

  • 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.
  • SkyTab growth is driven by velocity in the SMB segment. This leader must build and optimize that engine.

Reseller & Channel Production Ownership

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

  • Reseller recruitment strategy
  • Activation and onboarding standards
  • Enablement frameworks
  • Incentive design
  • 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.  This is not channel relationship management. It is channel production management.

Enterprise Production Acceleration

  • 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.

Enterprise matters — but it does not outweigh the velocity of SMB and reseller growth.

Legacy Merchant Conversion

  • Own conversion of Shift4’s payments-only restaurant merchants to SkyTab 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.

Go-Live Outcomes & Operational Influence

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. Influence is acceptable. Growth impact remains accountable here.

Product Growth Prioritization

This leader does not advocate for features.  This leader brings growth logic into product decisions. Prioritize roadmap input based on:

  • Revenue impact
  • Competitive displacement
  • Win-rate improvement
  • Install velocity acceleration
  • Provide structured feedback grounded in sales data and competitive intelligence.
  • Ensure product prioritization aligns with measurable commercial outcomes.

Competitive & Market Execution

  • Analyze competitive performance (Toast, NCR Aloha, Revel, PAR Brink, Micros, etc.).
  • Identify displacement opportunities.
  • 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.

Required Qualifications

  • 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.
  • Demonstrated success holding teams and partners accountable to production metrics.
  • Ability to travel up to 40%.

Preferred Qualifications

  • Experience scaling a POS platform through reseller and hybrid channel models.
  • History of turning around underperforming production teams or partner networks.
  • Strong analytical orientation — comfortable operating from dashboards and performance metrics.
  • Experience driving legacy conversion or installed base expansion programs.
  • Executive presence with operational rigor.

What Success Looks Like

  • Consistent quarter-over-quarter production growth.
  • Increasing reseller productivity and activation rates.
  • Improved legacy conversion rates.
  • Reduced time-to-go-live.
  • Clear commercial input shaping product prioritization.

We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity and/or expression, status as a veteran, and basis of disability or any other federal, state or local protected class.

 

Create a Job Alert

Interested in building your career at Shift4? Get future opportunities sent straight to your email.

Apply for this job

*

indicates a required field

Resume/CV*

Accepted file types: pdf, doc, docx, txt, rtf

Select...

This includes any companies that have been acquired by Shift4.

Select...
Select...

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in Shift4’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

Select...
Select...
Race & Ethnicity Definitions

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

Select...

Voluntary Self-Identification of Disability

Form CC-305
Page 1 of 1
OMB Control Number 1250-0005
Expires 04/30/2026

Why are you being asked to complete this form?

We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. The law says we must measure our progress towards this goal. To do this, we must ask applicants and employees if they have a disability or have ever had one. People can become disabled, so we need to ask this question at least every five years.

Completing this form is voluntary, and we hope that you will choose to do so. Your answer is confidential. No one who makes hiring decisions will see it. Your decision to complete the form and your answer will not harm you in any way. If you want to learn more about the law or this form, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp.

How do you know if you have a disability?

A disability is a condition that substantially limits one or more of your “major life activities.” If you have or have ever had such a condition, you are a person with a disability. Disabilities include, but are not limited to:

  • Alcohol or other substance use disorder (not currently using drugs illegally)
  • Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS
  • Blind or low vision
  • Cancer (past or present)
  • Cardiovascular or heart disease
  • Celiac disease
  • Cerebral palsy
  • Deaf or serious difficulty hearing
  • Diabetes
  • Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders
  • Epilepsy or other seizure disorder
  • Gastrointestinal disorders, for example, Crohn's Disease, irritable bowel syndrome
  • Intellectual or developmental disability
  • Mental health conditions, for example, depression, bipolar disorder, anxiety disorder, schizophrenia, PTSD
  • Missing limbs or partially missing limbs
  • Mobility impairment, benefiting from the use of a wheelchair, scooter, walker, leg brace(s) and/or other supports
  • Nervous system condition, for example, migraine headaches, Parkinson’s disease, multiple sclerosis (MS)
  • Neurodivergence, for example, attention-deficit/hyperactivity disorder (ADHD), autism spectrum disorder, dyslexia, dyspraxia, other learning disabilities
  • Partial or complete paralysis (any cause)
  • Pulmonary or respiratory conditions, for example, tuberculosis, asthma, emphysema
  • Short stature (dwarfism)
  • Traumatic brain injury
Select...

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.