ezCater is the #1 food tech platform for workplaces in the US. The company makes
it easy for any organization to manage its food needs and order from over
125,000 restaurants nationwide. For workplaces, ezCater provides flexible and
scalable solutions for everything from employee meal programs to one-off
meetings, all backed by 24/7 service and business-grade reliability. For
restaurant partners, ezCater helps grow their business by bringing them new
high-value customers and large orders.
We’re looking for a Director of Strategic Sales to lead, scale, and develop our
team of Strategic Account Executives focused on acquiring and driving growth
within high-potential, high-value domains and corporate accounts. You will own
the strategy and execution of the full commercial account lifecycle, from
acquisition through multi-year account development, ensuring we maximize
adoption, usage, and customer value.
This is a high-impact leadership role requiring cross-functional collaboration,
operational rigor, and a focus on long-term customer success. You’ll manage a
team of managers and individual contributors, and serve as a key voice in
shaping our customer engagement and growth strategy.
What You'll Do:
* 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
What You Have:
* 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.
The national cash compensation for this role will consist of base salary and a
variable component for a total on-target earnings (OTE) of $380,000 per year.
*Please note: Final offer amounts are determined by multiple factors, including
prior experience, expertise and region & may vary from the amount above. This
range does not represent additional compensation benefits (such as equity, 401K
or medical, dental or vision insurance).
Looking to dive deeper into sales at ezCater? Learn how our VP of Sales, David
Wiedeman, is building a people-first sales culture at ezCater, click here
[https://www.ezcater.com/lunchrush/office/building-people-first-leadership/] to
read his feature on our LunchRush blog.
ezCater does not sponsor applicants for work visas or legal permanent residence.
What You’ll Get from Us:
You’ll get a terrifically compelling experience in an innovative, high
performing environment. You’ll get to work with engaged and passionate
colleagues on challenging and impactful projects. You will have opportunities to
grow in your career, and work in a place that values work/life harmony.
Oh, and you’ll get all this: Market competitive salary, 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
[https://www.ezcater.com/company/corporate-solutions/recurring-employee-meals/]
(and many more goodies) when you’re in our office, and knowing that you helped
transform the food for work space.
ezCater is an equal opportunity employer. We embrace humans of every background,
appearance, race, religion, color, national origin, gender, gender identity,
sexual orientation, age, marital status, veteran status, and disability status.
At the same time, we do not employ jerks, even brilliant ones. Following a
conditional offer of employment, ezCater may require a background check.
For information on how ezCater collects and uses job applicants' personal
information, please visit our Job Applicant Privacy Policy.
[https://www.ezcater.com/company/apply/job-applicant-privacy-policy/]
#BI-Remote
