Sales Lead Los Angeles SoCal

Focal is the worlds first autonomous personal comfort platform: an AI-enabled robotic heating system that delivers individualized warmth to each guest in real time. Rather than conditioning entire spaces we heat people directly the way modern lighting illuminates with intention. The result: up to 80% in energy savings a 25% increase in patio seating capacity two hours of labor savings per shift and a 25% jump in five-star reviews for our restaurant partners.

In less than a year since our first commercial installation weve logged over 30000 hours of live operation across Michelin-star groups regional chains and independent operators throughout the Bay Area including The Anchovy Bar Wayfare Tavern and Pacific Catch. Fast Company named us one of the Worlds Most Innovative Companies of 2026 alongside Waymo Boston Dynamics and Toast.

Were expanding to Southern California and were looking for the person who will own it.

This is not a territory you inherit. Its one you build. As Focals first hire in Los Angeles area youll be responsible for landing the accounts that define our brand in the market building a pipeline from scratch and eventually hiring and developing the team beneath you. If youve been waiting for the kind of role where what you build is genuinely yours this is it.

Own the Southern California market.

Youll build our pipeline from scratch: identifying the right restaurant groups hospitality operators and multi-unit chains and running account-based campaigns to open and close them. Youll know who the right targets are before anyone tells you build relationships at every level of an organization and close deals that compound over time.

Drive account-based strategy.

LA is a relationship market with one of the most vibrant outdoor dining scenes in the country. Youll develop a target account list research key stakeholders build multi-threaded relationships within priority accounts and execute a disciplined approach to winning new business not just working the warmest leads.

Represent Focal on the ground.

Youll be Focals face in Southern California attending industry events building a local network in hospitality and food & beverage and making sure the right operators know who we are and what weve built.

Lay the foundation for a team.

As the market grows youll play an increasingly important role in shaping how Focal scales contributing to hiring decisions onboarding future reps and helping define the playbook for how we sell in new markets. Youre not just closing deals; youre building something.

• 48 years of B2B sales experience with a track record of owning complex multi-stakeholder deals from prospecting to close

• Proven experience in account-based selling: you know how to build a target list map an org and run a disciplined outreach motion

• Deep familiarity with the Los Angeles Orange County and San Diego market; existing relationships in hospitality food & beverage or real estate are a strong plus

• Comfort with ambiguity: youve built pipeline in a new territory or for a new product before and you didnt wait for leads to come to you

• Early management instincts: you care about developing others and want to build something not just hit a number

• Genuine enthusiasm for what Focal is building: you understand why the product matters and can convey that authentically to operators

• Named to Fast Companys Worlds Most Innovative Companies of 2026 alongside Waymo Boston Dynamics and Toast

• Proven measurable results: customers capture up to 80% energy savings 25% more seating capacity and a 25% jump in five-star reviews

• Backed by Collaborative Fund Third Sphere Brainstorm Ventures and leading angels across hospitality and energy

• A founding team with deep technical and operational chops: Tesla Zoox Stanford Harvard and Carnegie Mellon robotics

• Restaurants are just the beginning: Focals platform is built to extend into homes offices warehouses transit shelters and hospitals

• First-mover advantage in one of the most important hospitality markets in the country with full support from the founding team

Focal is a San Francisco-based robotics company creating a world where comfort is personal effortless and sustainable. Through AI-enabled hardware our personal comfort system delivers targeted autonomous warmth while eliminating the energy and cost inefficiencies of traditional heating systems. Weve raised $5M in funding and logged 30000 hours of live operation across Michelin-star restaurant groups regional chains and independent operators.

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