Make your own TV shows and movies with Focal's AI-powered video creation software. Create characters, tell stories, and unleash your imagination. Backed by Y Combinator.
About the role
Focal is the world's 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.
What they're looking for
- 4–8 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: you've built pipeline in a new territory or for a new product before, and you didn't 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
More about this role
Focal is the world's 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, we've logged over 30,000 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 World's Most Innovative Companies of 2026, alongside Waymo, Boston Dynamics, and Toast.
We're expanding to Southern California, and we're looking for the person who will own it.
This is not a territory you inherit. It's one you build. As Focal's first hire in Los Angeles area, you'll be responsible for landing the accounts that define our brand in the market, building a pipeline from scratch, and eventually hiring and...
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