Partner Relationship Manager

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.