David Napper
Walnut Creek,CA
Summary
Dynamic individual with hands-on experience in Enterprise SaaS sales in Hospitality / Restaurant industry and talent for navigating challenges. Brings strong problem-solving skills and proactive approach to new tasks. Known for adaptability, creativity, and results-oriented mindset. Committed to making meaningful contributions and advancing organizational goals.
Overview
25
25
years of professional experience
Work History
Head of Business Development
Restaurant Analytics Delivered (RAD)
03.2024 - Current
- Increased ARR by 120% within first year.
- Generated and closed $1.2M in ARR pipeline within 12 months.
- Secured 10 new enterprise logos, including Tasty Restaurant Group, Newk’s Eatery, Urbane Cafe, Playa Bowls, and Bahama Bucks.
- Added 1,220 restaurant locations to active pipeline.
- Joined at approximately $1.0M in revenue and accelerated growth trajectory by implementing strategic initiatives.
- Increased LinkedIn following from 12 to 350, significantly boosting brand presence.
- Led introduction and implementation of CRM system to support scalable sales operations.
Enterprise Account Executive
CloudKitchens
11.2022 - 05.2023
- Positioned scalable kitchen solutions, enabling brands to open new locations in CloudKitchens for under 10% of traditional restaurant investment.
- Managed 27 enterprise restaurant accounts, enhancing adoption of delivery-optimized kitchen infrastructure for brands with over 30 locations.
- Ownership discontinued the enterprise team and directive after six months.
- Operated a stealth startup focused on innovative solutions.
Enterprise Sales (Contract)
Galley Solutions
04.2022 - 10.2022
- Executing enterprise sales for a food-tech platform focused on recipe management and procurement optimization, reducing time to production by 20 hours per week at organizations with turnover of over $25M annually.
- Enabled clients to leverage food data, enhancing operational efficiency and profitability.
- Planned culinary resources for efficient menu development.
Enterprise Sales Director
CTUIT Software / Compeat / Restaurant365
02.2009 - 02.2022
- Drove 65% of total company revenue, contributing to growth from $1.1M to $15M and eventual acquisition.
- Scaled annual recurring revenue from $1.6M to $6.75M as a solo sales leader, later supporting expansion to $8.2M+ ARR through partner channels.
- Expanded client footprint from 1,264 to 4,165 locations (331% growth) across 69 enterprise accounts.
- Led full SaaS sales lifecycle, including pipeline development, RFPs, demos, onboarding, and long-term account management.
- Built and launched a multi-tier Partner Program (Managed Service, Service, Referral), growing to 1,700+ restaurant locations.
- Developed and launched a multi-tier Partner Program (Managed Service, Service, Referral), expanding the network to 1,700+ restaurant locations.
- Co-produced national user conferences, scaling attendance from 25 to 300+ participants.
- Designed and implemented internal sales processes, hiring frameworks, and cross-functional collaboration models to enable rapid growth.
Major Accounts Sales Manager
Human Concepts
12.2007 - 11.2008
- Increased territory revenue by $1.1M in 11 months through strategic client engagement.
- Achieved 113% of quota, securing top global sales performer ranking among peers.
- Closed largest deal in company history, generating $700K+ in revenue.
Business Development Manager
WaiterPAD POS Systems
12.2005 - 12.2007
- Expanded presence into six major U.S. markets, including Bay Area, Dallas, and Las Vegas, enhancing brand visibility.
- Delivered 20% YoY growth through targeted market expansion and brand development.
- Achieved 20% YoY growth through strategic market expansion and brand development initiatives.
Education
Bachelor of Arts - Business
University of New South Wales
Sydney, AustraliaSkills
- Enterprise sales
- B2B SaaS proficiency
- Revenue operations
- Pipeline management
- Lead generation
- Market analysis
- Salesforce expertise
- Strategic partnerships
- Customer success strategy
- Cross-functional leadership
- Coaching and mentorship
Technical Professional Skills
- Salesforce, Hubspot, Monday, Pipedrive CRM experience
- Pipeline Management
- Financial Forecasting
- Revenue Operations
- B2B SaaS
- Enterprise Sales
- Customer Success Strategy
- Coaching & Mentorship
- Marketing Strategy
- Cross-functional Leadership
- PClub member
- 30MPC member
Education Affiliations
- Bachelor of Arts in Business, University of New South Wales, Sydney, Australia
- National Restaurant Association
- Partner, Drawbridge Cellars
- Supporter, Boys & Girls Club, Alameda, CA
Selected Achievements
- Built partner ecosystem from zero to 1,700+ locations across multiple tiers.
- Quadrupled company revenue within five years as primary sales driver.
- Played a key role in scaling a startup to acquisition while retaining equity.
- Consistently exceeded quota and led revenue performance across multiple organizations.
Timeline
Head of Business Development
Restaurant Analytics Delivered (RAD)
03.2024 - Current
Enterprise Account Executive
CloudKitchens
11.2022 - 05.2023
Enterprise Sales (Contract)
Galley Solutions
04.2022 - 10.2022
Enterprise Sales Director
CTUIT Software / Compeat / Restaurant365
02.2009 - 02.2022
Major Accounts Sales Manager
Human Concepts
12.2007 - 11.2008
Business Development Manager
WaiterPAD POS Systems
12.2005 - 12.2007
Bachelor of Arts - Business
University of New South Wales