About this role.
Lightspeed is hiring a Field Sales Manager to lead and coach a team of outbound Field Account Executives serving hospitality businesses in Scotland. The manager will spend substantial time in the field, supporting prospecting, walk-ins, live demonstrations, and customized outreach to restaurant prospects. Core accountability includes team new-business targets, hiring and territory expansion, and Salesforce-based forecasting and conversion analysis. The role requires full-cycle outbound sales leadership and cross-functional partnership with product, account management, and implementation teams. SaaS, hospitality, or restaurant-sector experience is preferred.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
5/5Autonomy Level
4/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
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Sample interview questions
I set clear activity and outcome expectations, use regular ride-alongs and deal reviews to identify coaching needs, and create focused development plans for each representative. I track leading indicators such as prospecting activity, meetings, demos, and conversion rates alongside revenue results to ensure coaching translates into sustainable performance.
I would establish an ideal customer profile and territory plan, then coach representatives on concise value messaging, objection handling, and structured follow-up. I would spend time in the field modeling effective conversations, reviewing results quickly, and using successful approaches across the team.
I would review pipeline coverage, stage conversion rates, opportunity age, expected close dates, win rates, average deal size, and rep activity levels. Combining these metrics with deal inspection and field insight enables a more reliable forecast and highlights risks early.
I hire for resilience, curiosity, customer empathy, and disciplined prospecting habits, using role plays to assess practical selling ability. Onboarding should combine product and market training with field shadowing, clear activity milestones, frequent coaching, and early certification on discovery and demos.
I establish shared handoff standards and communicate customer context, objectives, and commitments clearly before implementation begins. I also bring recurring field feedback about objections, customer needs, and product gaps to internal partners so that we improve both the buyer experience and future sales execution.
Hi there! Thanks for stopping by 👋
Are you actively looking for a new opportunity? Or just checking the market? Well… you might just be in the right place!
Lightspeed is looking for a motivated and collaborative Field Sales Manager to join our growing Scotland Hospitality team. Based in either Glasgow or Edinburgh, you’ll play a key role in building strong relationships across your region, supporting hospitality businesses in finding the right solutions, and guiding them through their entire journey with Lightspeed – from first conversations to long-term partnerships.
Our Hospitality team is expanding to meet growing demand. After refining our approach at a smaller scale, we’re now excited to grow our team and extend our impact.
As a Field Sales Manager, you will lead a team of Outbound Field Account Executives who are empowering restaurants to simplify and scale their operations through restaurant technology.
What you’ll be doing:
Hands-on coaching of your team to build a customer-first sales experience while they showcase the Lightspeed platform to restaurateurs
Coach your team on how to conduct efficient prospecting, walk-ins and live demos
Spend your time in the field empowering your team to generate interest in Lightspeed through walk-ins and customised outreach
Utilise Salesforce to report on forecasting, analyse conversion rates and additional Account Executive activity metrics
Responsible for the new business targets for your team
Grow your territories by expanding your customer base and continue to hire and build your field sales team
Partner cross-functionally with product, account managers, implementation, and other internal teams
What you need to bring:
Experience hiring, leading and coaching a team of Field Account Executives
Management of a full cycle sales team from prospecting to closing
Experience using Salesforce for reporting and forecasting
Experience within SaaS, hospitality or restaurants a plus
A passion for being in the field with your team, outbound sales experience a must
What’s in it for you?
Come live the Lightspeed experience…
Ability to do your job in a truly flexible environment;
Genuine career opportunities in a company that’s creating new jobs everyday;
Work in a team big enough for growth but lean enough to make a real impact.
… and enjoy a range of benefits that’ll keep you happy & healthy!
Lightspeed RSU program (we are all owners)
Unlimited paid time off policy
Flexible working policy
Health & Wellness Benefits
Paid Leave Assistance for new Parents
LinkedIn Learning License
Paid Volunteer Day
….and so much more!
To all recruitment agencies: Lightspeed does not accept unsolicited agency resumes. If we have not directly engaged your company in writing to supply candidates for a specific vacancy, Lightspeed will not be responsible for any fees related to unsolicited resumes.
Lightspeed is a proud equal opportunity employer and we are committed to creating an inclusive and barrier-free workplace. Lightspeed welcomes and encourages applications from people with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.
Where to from here?
Obviously, this has to be mutually beneficial: we want you to step into a role you love, and we want to offer you a place you’re proud to come to every day. For a glimpse into our world check out our career page here.
Lightspeed is building communities through commerce, and we need people from all backgrounds and lived experiences to do that. We were founded in 2005, in Montreal’s gay village and our original members were all part of the LGBTQ+ community. The ethos of our business has been about inclusion from the very beginning, and we strive to provide a workplace where everyone belongs.
Who we are:
Powering the businesses that are the backbone of the global economy, Lightspeed’s one-stop commerce platform helps merchants innovate to simplify, scale, and provide exceptional customer experiences. Our cloud commerce solution transforms and unifies online and physical operations, multichannel sales, expansion to new locations, global payments, financial solutions, and connection to supplier networks.
Founded in Montréal, Canada in 2005, Lightspeed is dual-listed on the New York Stock Exchange (NYSE: LSPD) and Toronto Stock Exchange (TSX: LSPD). With teams across North America, Europe, and Asia Pacific, the company serves retail, hospitality, and golf businesses in over 100 countries.
Lightspeed handles your information in accordance with our Applicant Privacy Statement.
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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