Role Overview

Owns partner sales outcomes within the US food services vertical
Primary responsibility for Compass Group US; secondary responsibility for other national contract foodservice operators as well as their corresponding purchasing entities (ie. Food Buy, Avendra, etc.)
Manages the full partner sales lifecycle from initial engagement through contract execution
Works cross-functionally to ensure solutions are operationally viable and commercially scalable
Develop and execute account strategies for large, decentralized foodservice partners
Identify, engage, and influence decision-makers across procurement, operations, sustainability, culinary, and finance
Lead long-cycle, consultative sales processes including pilots, evaluations, and contract negotiations
Secure regional and national partnership agreements
Build and maintain trusted relationships with stakeholders at national and regional levels
Serve as the primary commercial point of contact for assigned strategic partners
Maintain executive-level engagement to support expansion and renewal
Maintain a strong understanding of the US contract foodservice industry and its operating models
Apply industry insights (e.g., sustainability requirements, cost pressures, operational constraints) to partner discussions
Monitor competitor activity and relevant market trends
Map out the partner’s organizational structure, including the structure of segments and build a strategy for engagement across the organization
Partner closely with Operations to validate feasibility and readiness for multi-site deployment
Collaborate with Product and Customer Success to support pilots, onboarding, and expansion
Work with Marketing to inform industry-specific messaging and enablement materials
Build and manage a qualified pipeline aligned with revenue targets
Accurately forecast deal progression and expected revenue
Maintain CRM discipline and partner documentation

Requirements

5+ years of B2B or partner sales experience
Demonstrate success selling into foodservice, hospitality, or other relevant large enterprises.
Experience navigating large, complex, decentralized organizations
Track record of managing long, consultative sales cycles
Strategic account planning and execution
Executive-level communication and influence
Contract negotiation and commercial structuring
Cross-functional collaboration
High level of ownership, persistence, and follow-through
Ability to travel approximately 25% of the time.

Benefits

Competitive compensation package including base salary, performance-based bonuses, and stock options.
Flexible work environment with the option for remote work and a focus on work-life balance.
Collaborative and inclusive work culture that values diversity, creativity, and continuous learning.
Career growth and advancement opportunities within a fast-growing startup environment.

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Partner Relationship Manager