Note: The job is a remote job and is open to candidates in USA. ezCater is the #1 food tech platform for workplaces in the US. The company is seeking a Director of Strategic Sales to lead and develop a team focused on acquiring and driving growth within high-potential corporate accounts, ensuring maximum adoption and customer value.
Responsibilities
- Lead and scale a team of Managers of Strategic Account Executives who manage commercial accounts through the full lifecycle of acquisition, adoption, and expansion
- Own pipeline, forecasting, Salesforce hygiene, and adherence to MEDDPICC for all deals on your team, and coach them to close and hit targets
- Own the strategy for ezCater’s most complex and high-potential new customers and customer expansions - including expansion planning, stakeholder mapping, prospect outreach, vertical campaigns, account activation, and pipeline health
- Build repeatable systems and playbooks for account planning, forecasting, customer meetings, and executive engagement
- Partner cross-functionally with Marketing, Product, and Operations to improve customer experience and drive account growth
- Bring data-driven sales leadership to the organization using KPIs and dashboards to manage performance, forecast outcomes, and identify opportunities for growth
- Serve as a senior point of escalation for strategic accounts and a key partner in account strategy and retention
- Recruit, coach, and develop a high-performing leadership bench, focused on execution, enablement, and long-term career development
- Drive a culture of collaboration and innovation that improves team productivity and customer satisfaction
Skills
- 8+ years of relevant B2B sales leadership experience with at least 3 years as a second line leader
- Experience with consumption models or marketplaces a plus, and fluency with value-based, ROI-driven selling a must
- Demonstrated success leading teams that sell into complex, multi-stakeholder organizations (e.g., Fortune 1000) with senior decision makers and deal size of $100k+, and hitting quarterly growth targets across a team of sales reps and managers
- Proven track record of building and scaling Account Executive teams, including hiring, coaching, and performance management
- Strong command of tools such as Salesforce, Excel/Sheets, and sales analytics platforms
- Daily use of, and extreme comfort with, multiple AI tools and to end-to-end sales cycle including account intel, prospecting, outbounding, and overall sales productivity
- Experience delivering cross-functional projects that improve customer outcomes and drive commercial results
- Expertise in pipeline management, forecasting, and data-driven sales strategy
- Experience managing teams that sell into procurement, supply chain, or operational leadership roles
- Experience with marketplaces or bottoms-up GTM Motions
- Proven success driving multi-year account growth through structured expansion planning and stakeholder engagement
- High comfort level operating in a fast-paced, ambiguous environment with competing priorities and evolving processes
- Strong analytical acumen; ability to translate data into insights and action
- Excellent communicator and cross-functional collaborator; able to influence senior stakeholders internally and externally
- Strategic yet hands-on; willing to dive into deal strategy, customer meetings, and process design as needed
- Have the ability to travel 25% of the year; including Sales Kick Off, Together Weeks, and customer visits when applicable
Benefits
- Stock options that you’ll help make worth a lot
- 12 paid holidays
- Flexible PTO
- 401K with ezCater match
- Health/dental/FSA
- Long-term disability insurance
- Mental health and family planning resources
- Remote-hybrid work from our awesome Boston office OR your home OR a mixture of both home and office
- A tremendous amount of responsibility and autonomy
- Wicked awesome co-workers
- Employee meal program (and many more goodies) when you’re in our office
Company Overview