This is a full-cycle sales role with an expansion engine attached. You'll own a book of about 40 prioritized accounts spanning acquisition, retention, and expansion — which means on any given day you are prospecting into a cold division, running a discovery call with a new stakeholder, and pushing adoption inside an account you already won.

The defining skill here is prioritization plus pipeline generation. A book this size will not work itself. You will decide where the growth is, build a plan against it, and then go create the meetings yourself — through targeted outbound, referrals inside the account, and inbound leads you work fast and qualify hard.

Onboarding will teach you ezCater — our ICP, product, plays, and systems. It will not teach you how to prospect, run discovery, build an account plan, or manage a forecast. You should arrive with those skills intact. We will of course coach you 1:1 and in team settings to apply your skills to ezCater’s sales motions and methods.

What You'll Do: 

Create your own pipeline

• Run a targeted, account-based outbound motion inside your book: cold calling, email sequencing, social selling, and referral paths from existing users into new teams, sites, and business units.
• Research before you reach out — spend behavior, site footprint, org structure, and the trigger that makes this the right moment.
• Use AI and sales intelligence tooling to research faster and personalize better.
• Work inbound leads with speed and real qualification, not just conversion.

Run the full sales cycle

• Lead structured discovery that surfaces the business problem, quantifies what the status quo is costing, and maps the buying committee and decision process.
• Multi-thread beyond your champion into procurement, finance, office and workplace experience, and executive sponsors.
• Build a value case tied to the customer's priorities: consolidated spend, savings, policy compliance, admin time saved, and employee experience.
• Negotiate and close, including procurement, legal and security review, and vendor onboarding requirements.

Grow and defend the book

• Build and execute account development plans aimed at net new orderers, new locations, product adoption, and retention of existing spend.
• Prioritize ruthlessly across your accounts — know which ten are your growth engine this quarter and why.
• Own the account relationship end to end, driving full adoption and utilization of ezCater's solutions, pulling in product specialists where they add leverage.
• Advise customers on best practices that accelerate spend adoption, and help them solve industry-specific procurement and workplace food challenges.

Run a disciplined book

• Maintain CRM hygiene as a default: accurate stages, next steps, close plans, and contact roles, current at all times.
• Forecast accurately and defend it in pipeline inspection with evidence.
• Deliver accurate weekly reporting on pipeline, customer spend adoption, account status, and what you learned during deployment and account maintenance.

Make the company smarter

• Relay market needs and requirements back to Product, Operations, and Supply teams.
• Represent ezCater at industry conferences, tradeshows, and customer events.

What You Bring On Day One: 

• 5+ years of full-cycle B2B or enterprise sales experience selling into complex, networked organizations, ideally to Fortune 1000 senior leadership or other centralized decision makers.
• A track record of self-sourced pipeline. You can tell us what share of your closed business you originated, and describe the outbound system behind it.
• Structured discovery skills. You can diagnose a business problem, quantify the pain, and map the decision process — and demonstrate it live.
• Working fluency in a sales methodology such as MEDDPICC, Challenger, Command of the Message, Sandler, or equivalent, applied consistently rather than referenced occasionally.
• Multi-stakeholder selling experience, including procurement, finance, and legal or security review.
• Value selling ability — you can build and defend a quantified business case.
• Experience selling to procurement and/or supply chain roles.
• Pipeline discipline and territory prioritization. You've managed a large book before and can explain how you decided where to spend your time.
• Sales tech fluency: Salesforce, a sales engagement platform (we use Gong Engage), conversation intelligence, LinkedIn Sales Navigator, sales intelligence tools such as ZoomInfo, and AI tools for research and personalization.
• Strong customer-facing presence leading in-person and virtual meetings, product demonstrations, and trainings.
• Demonstrated success identifying, prioritizing, developing, and growing a book of strategic accounts across acquisition, retention, and development simultaneously.

Nice to have

• Experience selling into distributed, multi-site organizations where our GMV comes from consumption-based spending.
• Experience in marketplace tech platforms, workplace services, travel and expense, or procurement technology.
• Experience carrying both new business and expansion targets in the same book.

What onboarding will give you

• ezCater's value proposition, ICP, and personas.
• Product and platform depth across our full suite.
• Our sales process, MEDDPICC application, and role-specific plays.
• Gong Engage workflow and Salesforce expectations.
• Manager inspection rhythm and how we run pipeline.

How we'll measure your first year

• Net new orderers and locations acquired across the book.
• Spend growth and retention.
• Self-sourced pipeline coverage.
• Forecast accuracy.
• Quality and execution of account development plans in your priority accounts.

The national cash compensation for this role will consist of base salary and a variable component for a total on-target earnings (OTE) of $120,000 - $150,000 per year. There is also an additional target bonus for this role.

*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).