Overview
Head of New Business & Strategic Accounts
Help lead the growth of the smartest restaurant data platform in partnership with OpenTable
Distil Ai - SaaS + Restaurant / Hospitality Tech
Remote base – UK ideally with global travel
DOE but expected to be £80k–£110k base + OTE to £180k (+ LTIP)
About Distil
Distil is building the next-gen data platform for the global restaurant industry.
Our modular SaaS product connects fragmented data sources into clear, actionable insight already trusted by names like Hawksmoor, Gordon Ramsay Group, Devonshire Hotels, STK, and Benihana.
With a live partnership with OpenTable and a strong product-market fit, we’re gearing up for fast growth and long-term impact.
Distil.ai is on a mission to become the category-defining data intelligence platform for the restaurant industry.
The Opportunity
Backed by investors and an exclusive partnership with OpenTable, we're scaling fast and now we're hiring a hands-on commercial & sales leader to turn strategic alignment into serious revenue.
Our SaaS product connects reservation, POS, marketing, and operational data into a single, powerful layer that helps groups optimise demand, improve operations, and grow revenue.
You’ll own and expand a warm, partner-driven pipeline, co-selling with OpenTable’s enterprise sales teams to win high-value restaurant groups globally.
This is a builder’s role. Ideal for someone with deep domain experience, strong consultative sales skills, and the ambition to help shape the future of restaurant & hospitality tech.
Why you will be interested:
- Warm, co-sell channel with OpenTable, not just cold hunting
- Own the commercial lifecycle: from lead to signed enterprise contract
- High-impact, high-trust role reporting to the CEO
- Backed by VC investment, reusable integrations & a GTM-ready platform
- Good reward, progression opportunity, and LTIP
What You’ll be doing:
- Convert Leads into Enterprise Wins
- Run consultative sales processes with multi-site restaurant groups
- Leverage our Diagnostics Product to build and validate business cases
- Expand into multi-site, multi-module contracts with £20k–£500k+ ACVs
- Own the GTM with OpenTable
- Build strong relationships with OpenTable sales and marketing
- Deliver tools, training and messaging to enable reps to pitch Distil effectively
- Track feedback and optimise our joint go-to-market strategy
- Shape the Market and Our Message
- Feed insights from the field back into product, pricing and marketing
- Represent Distil at events and with enterprise stakeholders
- Identify thought leadership or joint marketing opportunities with OpenTable
- Lay the Foundations for Scale
- Build repeatable playbooks and infrastructure for commercial growth
- Help shape hiring plans as we scale GTM into 2026 and beyond
- Report regularly on traction, opportunities, and risks
What will success look like in your first 12 months:
- Multiple Enterprise Account wins ideally with six figure values.
- Strong pipeline of new prospects that will lead to future wins
- Clear, repeatable sales playbook in place to support fast scale growth.
- Proven, trusted relationships in place across the business, and with multiple stakeholders across our client base.
- Added value across the wider business to enhance and support fast growth.
- Significant commercial experience, in the technical / SaaS world.
- A blend of new business, account management, to channel / partnership sales.
- Extensive experience and understanding of the restaurant or hospitality sectors. You will understand the key players, the challenges, and quickly get the ROI available.
- Proven success in consultative, high-value SaaS sales
- Familiarity with co-selling or channel partnerships
- Experience converting product-led/self-serve leads into strategic deals.
- A doer and builder. No ivory tower strategists here.
Not the Right Fit If You:
- Lack hospitality or restaurant industry experience
- A transactional seller
- Prefer long enterprise cycles with big teams and little ownership
- Want frameworks more than outcomes
(Overseas options will be considered for people with relevant industry experiences)
If you think this might be the opportunity for you, please apply today!
ISL Talent are acting as Distil’s retained Talent Partner and will be managing all applications and shortlisting for this position. Please reach out to Henry for more information.
Distil looks forward to hearing from you
Role details
- Seniority level: Mid-Senior level
- Employment type: Full-time
- Job function: Sales and Business Development
- Industries: Restaurants, Hospitality, and Data Infrastructure and Analytics
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