Director, Food Service

Your Day to Day

• Own the targets for the fast-growing Food Service vertical across Higher Ed/K-12, Government/Military, Corrections, Healthcare (e.g. Senior Living)
• Step into an existing book of partner relationships and pipeline, and manage a structured transition to take full ownership; this is a scale-up role, not a cold start
• Lead, coach, and grow a team of account executives, with the expectation that the team doubles in size as the vertical scales, including hiring, onboarding, and setting territories
• Coach the team on deal strategy, pipeline management, and how to navigate complex sales cycles
• Drive outbound motion across institutional markets, leveraging direct outreach and partner relationships
• Own deal structuring and pricing strategy for institutional accounts, including navigating procurement and RFP-driven processes where relevant
• Refine and extend the go-to-market playbook for food service, including outbound strategy, partner enablement, and account activation
• Own forecast accuracy and pipeline reporting for the vertical, with regular updates to sales leadership
• Stay sharp on the competitive landscape in institutional food service and beverage, and use that intelligence to sharpen positioning and win rates
• Identify where the food service playbook can extend into other verticals and sales teams, and champion that expansion with sales leadership
• Represent food service in cross-functional planning, bringing market insight to product, marketing, and leadership conversations

Requirements

• 8+ years of sales experience, with meaningful time in food service, hospitality, or a closely adjacent institutional vertical
• A genuine network — you know the operators, the buyers, and the decision-makers, and they know you
• Experience managing and building sales teams, ideally through a period of rapid growth
• A track record of hitting and exceeding booking targets in a high-volume outbound environment
• Comfort operating in a fast-moving, still-being-built environment; you're energized by figuring things out, not slowed down by it
• Strong instincts for partner-led sales and channel dynamics
• Hiring and onboarding new AEs as the team scales
• Coaching on deal strategy and pipeline management