Director of Business Development – Campuses

Role Overview

• Create and execute a strategy required to reach campus deployment and revenue targets.
• Maintain relationships with senior leadership at partner organizations while closely supporting campus-level contacts to drive approvals and successful launches.
• Collaborate with Operations to secure deployments, optimize performance, and address barriers quickly.
• Analyze campus performance data to identify trends, risks, and opportunities.
• Create updated economic models, marketing plans, and operational improvements that stabilize existing deployments and accelerate our penetration of new campuses.
• Ensure continuous improvement across the deployment and activation funnel.
• Build and maintain a comprehensive campus deployment plan including prioritization, sequencing, and resource allocation.
• Work directly with individual campus leaders to move locations from interest to approval to deployment.
• Track progress and ensure pipeline health against growth targets.
• Expand campus access and deployment opportunities within multiple food-service providers.
• Build account plans that identify decision-makers, influencers, processes, and market opportunities across these organizations.
• Develop repeatable approaches for scaling campus deployments across regions and providers.
• Operationalize campus-level advertising opportunities enabled through new agreements, ensuring compliance with approval processes and local campus policies.
• Obtain advertising approvals at various colleges in advance and provide the Robot.com Sales team with current contact lists, requirements, and restrictions for each campus.
• Enable advertising initiatives for other members of the sales team and manage select campaigns independently when appropriate.
• Partner with Operations, Finance, Legal, and Marketing to ensure deployments are viable, compliant, and positioned for long-term success.
• Provide partner and campus insights that influence product improvements and marketing materials.
• Maintain accurate forecasting, territory planning, and CRM updates for all campus growth and advertising opportunities.
• Manage a small sales team of 1-3 people as the business grows.
• Report progress, risks, and mitigations to the CBO consistently and proactively.

Requirements

• 8 to 10+ years of experience in sales, business development, or national account management within higher education, food-service providers, hospitality, or similarly complex enterprise environments.
• 2-3 years management experience in Sales or Business Development (Partnerships).
• Demonstrated success scaling multi-location or multi-region partnerships with large, matrixed organizations.
• B2B Sales and/or Business Development (Partnerships) experience.
• Ideally some experience in the college or business campus and / or the food services or hospitality industry.
• High proficiency with CRM tools, especially HubSpot, including forecasting, pipeline management, and structured deal progression.
• Strong financial and analytical skills with the ability to build economic models, evaluate campus viability, and create persuasive business cases.
• Proven ability to navigate long sales cycles, influence cross-functional stakeholders, and drive momentum in ambiguous environments.
• Strong presentation, negotiation, and relationship-building skills.
• Ability to own strategy and execution simultaneously, balancing long-term planning with hands-on field activity.
• Ability to travel frequently for partner meetings and campus visits.
• A reputation for clarity, reliability, and building trust across internal teams and external Partners.

Benefits

• Opportunity to join a fast-growing startup and help shape and establish the company’s industry leadership in robotic last-mile delivery.
• Competitive compensation package.
• Being part of one of the top Tech Start-Ups in Latin America that is operating in the US market.
• Learn the best practices and methods that are useful in the startup world.