A LITTLE ABOUT US
When it comes to food experience, me&u helps you always feel like a local. The company's vision is to bring that feeling to everyone, anywhere, so no matter what neighbourhood you live in or visit, you'll always know the perfect place to go and exactly what to order.
me&u is used by 6000+ bars, pubs, and restaurants to create memorable guest experiences and grow their brands. With 200 staff in five countries, and headquartered in Melbourne, Australia, me&u is the consolidation of two leading hospitality technology companies: Mr Yum and me&u, who merged in November 2023.

ABOUT THE ROLE
The Director of Sales (ANZ) is the commercial owner of new revenue across the Australian and New Zealand market. Reporting to the ANZ Managing Director and sitting on the ANZ Leadership Team, this role is accountable for the ANZ new business number, the forecast that sits behind it, and the team that delivers it.
This is a 12-month fixed-term contract covering a period of parental leave. It's a player-coach role at the senior end. The Director of Sales sets the strategy, designs the go-to-market model, builds and leads the team, and personally leads the most strategic enterprise pursuits. They are the voice of the market inside the business, translating prospect feedback, competitive signals, and win/loss patterns into structured input that shapes product, pricing, and positioning.
The Director of Sales works in close partnership with Sales Operations, RevOps, Marketing, Partnerships, Finance and Onboarding to maintain a healthy top of funnel, a disciplined middle of funnel, and clean handovers into delivery.

WHAT YOU'LL DO
New Revenue, Deal Strategy and Market Intelligence (40%)
Commercial outcomes and accountability

• Own the ANZ new business number across new logo and net new GMV, with full accountability for quarterly and annual quota attainment.
• Set, track and report on the metrics that sit behind the number: pipeline coverage, win rate, average deal value, sales cycle length, subscription sales and ramp to productivity for new hires.
• Own monthly forecast accuracy to the ANZ MD, with disciplined commit, best case and pipeline categorisation.
• Co-own commission plan design with RevOps and ANZ MD, including accelerators, SPIFs, and quota setting that reward the behaviours we want.

Deal strategy and executive selling

• Personally sponsor and lead the top strategic pursuits across ANZ. Be in the room on every enterprise deal at the right moments: discovery, commercial framing, executive alignment, and close.
• Run executive-to-executive selling with C-suite and venue ownership group leaders. Build durable relationships with the decision makers at the largest hospitality groups within our ICP.
• Lead pricing strategy and commercial negotiation on flagship deals, balancing headline GMV, margin, term length, and strategic value to the me&u network.
• Partner with the GM/Director Onboarding to design strong-start plans on accounts, ensuring commercial commitments translate into live, performing venues.

Competitive intelligence and market positioning

• Own the competitive narrative for ANZ. Maintain a clear, current view of how me&u wins against every major competitor (order-at-table platforms, native POS ordering, loyalty and CRM point solutions, and bundled hospitality tech suites).
• Drive the creation and continuous refresh of battlecards, win themes, objection handling, and competitive positioning in partnership with Sales Ops, RevOps and Marketing.
• Monitor the market for new entrants, pricing shifts, and feature releases. Translate signal into action: positioning updates, pricing responses, or product asks.
• Represent me&u externally at industry forums, association events and key customer councils to position the company as the category leader and a trusted partner.

Cross-functional product feedback loop

• Be the structured voice of the market inside me&u for new revenue. Own the feedback loop from sales conversations into Product, Engineering and Pricing.
• Run a monthly lost-reason and feature-gap review with the Product leadership team, with prioritised input drawn from CRM, win/loss debriefs and field conversations.
• Champion the highest-impact product asks through to roadmap inclusion, and close the loop back to the sales team and prospects when commitments are delivered.
• Partner with Product Marketing to make sure every roadmap release lands in market with sales-ready positioning, pricing, and proposal collateral.
• Ensure the me&u value proposition is sharply articulated across proposals, pitch decks and case studies, and that the team can deliver it with confidence.

Pipeline and partnerships

• Work with Marketing and Partnerships to maintain a healthy, qualified inbound pipeline, with clear SLAs on lead handover and follow-up.
• Build and own relationships with key referral partners, POS vendors, and industry bodies that drive qualified pipeline into the team.

AI as a commercial multiplier

• Use AI to sharpen the commercial engine — faster forecasting and pipeline analysis, AI-assisted competitive intelligence and win/loss synthesis, and quicker deal prep and proposal drafting — and translate what works into repeatable plays for the team.

Business Operations (20%)

• Ensure the day-to-day operations of the sales function run efficiently within the structure agreed by the SLT.
• Partner with Sales Ops and RevOps to roll out new processes, tooling and AI/automation that reduce manual work and support scale.
• Own CRM hygiene standards across the team: stage discipline, next-step clarity, and accurate close dates. Non-negotiable.
• Oversee contract lifecycle activity in partnership with Legal and Finance: renewals planning, contract administration, and negotiation as required.
• Ensure compliance with regulatory, administrative and operational requirements across the function, including company policies and relevant federal, state and local laws.

People and Leadership (25%)

• Build, lead and retain a high-performance ANZ sales team. Set the bar on behaviour, productivity and attitude, and lead by example on me&u values and culture.
• Own workforce strategy across the sales function: right size, right locations, right segment coverage, and clear roles and responsibilities.
• Manage performance with accountability. Run performance reviews, set clear development plans, and address underperformance promptly and fairly.
• Coach managers within the team to lead their own people well. This role manages managers as well as senior individual contributors.
• Provide input into compensation, promotions, talent reviews, internal mobility and succession planning.
• Lead recruitment and selection for the function, with a hiring bar that consistently raises the quality of the team.
• Provide and coordinate ongoing training, coaching and capability uplift across the team.
• Champion responsible AI adoption across the sales team — set the expectation that the team experiments thoughtfully, shares learnings, and uses AI to lift productivity and quality.

Commercial Reporting, Forecasting and Budget (15%)

• Deliver regular commercial reporting to the ANZ MD and SLT: forecast, pipeline health, attainment, win rates, and competitive intelligence.
• Work closely with the ANZ MD on budgetary allocation, including monitoring and managing team headcount to functional budget.
• Oversee adherence to CRM compliance standards that enable accurate business reporting and lifecycle management.
• Document the sales strategy and maintain consistent updates for internal viewing across SLT and the broader business.
• Surface trends, risks and opportunities early. The SLT should never be surprised by a number this role owns.

WHAT WE NEED

• 10+ years of experience in B2B sales, business development, or commercial leadership roles, with a proven track record of exceeding revenue targets.
• 5+ years leading and developing high-performing sales teams, including hiring, coaching, performance management, and succession planning.
• Experience selling complex SaaS, technology, payments, hospitality technology, or multi-product solutions into mid-market and enterprise customers.
• Strong executive selling experience, with the ability to build relationships and negotiate with CEOs, founders, operators, ownership groups, and C-suite stakeholders.
• Experience owning sales forecasts, budgets, territory planning, and go-to-market strategy in a fast-paced growth environment.
• Hospitality, restaurant technology, reservations, loyalty, CRM, payments, POS, or broader venue technology experience is highly regarded.
• A builder who can combine strategic thinking with hands-on sales execution.
• Existing relationships with major hospitality groups, operators, venue owners, POS providers, payments providers, or hospitality partners would be advantageous.

WHY ME&U
Work with impact and purpose. We’re helping the hospitality and entertainment industries to thrive and me&u is at the forefront of this. Expect collaboration and interesting problems to solve.
Work with great people. Work alongside a supportive, diverse and inclusive team. You’ll have the trust, freedom and support to experiment and not be afraid of failure but to learn from it...and have fun together along the way.
Work that challenges you. We’re growing quickly, and you will too. You’ll have numerous opportunities to embrace discomfort, grow and learn as me&u expands and scales globally.
Work that works for you. We’re a flexible, remote-friendly place with inclusive leave options and day-to-day work times to suit your routine. We prioritise our team’s mental health & overall wellbeing, with access to mental health days and support programs.
Diversity and Inclusion Commitment
We’re committed to growing and empowering an inclusive me&u community. That’s why we actively encourage applications from candidates from all backgrounds, experiences, and perspectives. If you require accessibility assistance at any stage of the process, please let us know.