friendlier
Enterprise Partner Sales Manager
San Francisco, California, United States
Sponsorship not specified$85k-$110kDetected 20 days ago
HubSpotCRMSalesNegotiationForecastingProcurementCustomer SuccessCollaboration
About the role
- Reporting to the CEO, this is a revenue-driving role responsible for breaking into and scaling partnerships with national contract foodservice operators across the US.
Responsibilities
- Pipeline generation & partner sales
- Break into national foodservice operators and generate qualified pipeline through partner referrals, internal networks, and direct engagement
- Develop and execute account strategies for large, decentralized organizations - mapping their structures and identifying the right entry points
- Lead full sales cycles from first conversation through pilot, negotiation, and contract execution
- Build and own relationships with stakeholders at national and regional levels across procurement, operations, sustainability, culinary, and finance
- Maintain executive-level engagement that opens doors to new opportunities and expansion
- Partner with Operations to validate that programs can be delivered at scale before committing
- Work with Customer Success and Product to support pilots and onboarding
- Collaborate with Marketing on industry-specific messaging and sales materials
Requirements
- 5+ years of B2B sales experience in foodservice, hospitality, or a related industry
- Firsthand experience with national contract operators - you know how Compass, Sodexo, or Aramark are structured and how to navigate them
- A track record of breaking into large, complex organizations and converting relationships into revenue
- Experience managing long, consultative sales cycles and closing multi-stakeholder deals
- Comfort working with procurement teams on contract structure and negotiations
- High ownership, persistence, and the ability to work independently in an early-stage environment
- Ability to travel ~25% of the time
Compensation
- Opportunity to make a meaningful impact by driving positive environmental change through innovative solutions.
- Competitive compensation package including base salary, performance-based bonuses, and stock options.
- Career growth and advancement opportunities within a fast-growing startup environment.
- We are committed to creating an inclusive and diverse workplace where all employees feel valued and respected.
- Be part of a team that celebrates diversity and promotes an inclusive environment for all.
Benefits
- $85,000 - $110,000 CAD + Bonus
- Collaborative and inclusive work culture that values diversity, creativity, and continuous learning.
- We welcome applicants from all backgrounds and are dedicated to providing equal opportunities for everyone, regardless of race, ethnicity, gender, age, disability, or 2SLGBTQI+ identity.
- Flexible work environment with the option for remote work and a focus on work-life balance.
Company info
- Friendlier is a trusted reuse partner for campuses, foodservice operators, and institutions across North America, delivering turnkey reusable packaging systems that simplify the shift away from single-use packaging.
- Our model combines durable packaging, digital tools that support engagement and environmental impact tracking, and reliable collection and sanitization services to keep containers in active circulation while reducing operational burden.
- We are searching for an Enterprise Partner Sales Manager.
- Founded in Canada, Friendlier has grown from a local solution to a national presence across the country and recently into the United States, continuing to support organizations seeking practical, scalable ways to reduce single-use waste through systems that integrate seamlessly into everyday operations.
- About the role
- You'll establish relationships that didn't previously exist, then build pipeline through them.
- Your focus will be national contract foodservice operators including Compass Group USA (Chartwells, Levy), Sodexo, Aramark, and their procurement partners such as Foodbuy and Avendra.
- This is a ground-floor US expansion opportunity: you'll be building from scratch, not inheriting a book.
- Convert regional or single-site wins into multi-location or national programs
- Relationship ownership
- Act as the primary commercial contact from initial outreach through program growth
- Cross-functional collaboration
- Reporting & forecasting
- Build and manage a qualified pipeline aligned to US revenue targets
- Accurately forecast deal stage and expected close
- Maintain rigorous CRM documentation in HubSpot
- What you bring
Equal opportunity
- Please let us know if you require an accommodation due to a disability and we will work with you to address your needs.
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This listing is sourced directly from friendlier's careers page and normalized into a canonical job model.