This is a full-cycle enterprise sales role. You will own a small, curated book of our highest-value and highest-potential accounts — large, multi-site, multi-stakeholder organizations where food spend is fragmented across dozens of locations and buying decisions run through procurement, finance, workplace experience, and executive sponsors.

Most of your pipeline will be pipeline you create. You will research accounts, get into rooms with senior leaders, run structured discovery, build a quantified business case, and drive a multi-threaded deal through procurement and legal to signature. Then you will land it properly and grow it.

We are looking for someone who already knows how to do this. 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.

What You'll Do:

Create your own pipeline

• Build and run a targeted, account-based outbound motion across your named accounts — cold calling, email sequencing, social selling, executive referrals, and warm paths through existing users inside the account.
• Research accounts deeply before you reach out: org structure, site footprint, current spend behavior, procurement model, and the business event that makes now the right time.
• Use AI and sales intelligence tooling to compress research time and personalize at scale, not to mass-produce generic outreach.
• Work inbound and product-qualified signals with the same rigor you apply to outbound.

Run enterprise deals

• Lead structured discovery that diagnoses the business problem, quantifies the cost of the status quo, and maps the decision process, the buying committee, and the competition.
• Multi-thread across procurement, finance, workplace experience, HR, IT, and executive sponsors.
• Build a business case tied to the customer's own priorities: spend consolidation, savings, policy compliance, admin time saved, employee experience, and reporting visibility.
• Own commercial negotiation, pricing, legal and security review, and procurement through to signature, and manage a clean handoff to implementation.

Grow the account after the close

• Build and execute an account plan that expands from a beachhead to net new orderers, new locations, and adoption of ezCater's full suite.
• Drive utilization and spend growth by advising customers on how to actually run food for work at scale, pulling in implementation and product specialists to give you leverage.
• Protect and grow existing spend through executive business reviews and a genuine understanding of the customer's operating calendar.

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, not optimism.
• Deliver weekly reporting on pipeline, spend adoption, and account health, including what you learned in deployment and what it means for the rest of your book.

Make the company smarter

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

What You Bring On Day One: 

• 8+ years of full-cycle B2B or enterprise sales experience selling into complex, networked organizations — particularly to Fortune 1000 senior leadership and centralized decision makers.
• A track record of self-sourced pipeline. You can show us what percentage of your closed business you originated yourself, and describe the outbound system that produced it.
• Structured discovery skills. You can walk us through how you diagnose a business problem, quantify pain, size an opportunity, and map a decision process — and you can do it live.
• Fluency in a sales methodology such as MEDDPICC, Challenger, Command of the Message, Sandler, or equivalent, and a habit of actually applying it rather than naming it.
• Demonstrated multi-stakeholder, multi-threaded selling through buying committees, procurement, legal, security, and finance, including experience with formal RFP and vendor onboarding processes.
• Business case and value selling ability. You can build the ROI story, quantify it in the customer's numbers, and defend it to a was CFO-adjacent audience.
• Experience selling to procurement and/or supply chain roles.
• Pipeline discipline. Clean CRM, credible forecast, real close plans. You treat forecast accuracy as a professional standard, not a reporting chore.
• 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, prep, and personalization.
• Strong customer-facing presence leading in-person and virtual executive meetings, product demonstrations, and trainings.
• Demonstrated success building and growing a book of named enterprise accounts across acquisition, retention, and expansion at the same time.

Nice to have

• Experience selling a solution that touches distributed, multi-site operations.
• Experience with a marketplace tech platform, workplace services, travel and expense, procurement technology, or another category that sells into workplace and facilities budgets.
• Experience being early into a new segment, product, or motion where the playbook was still being written.

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 logo and net new location acquisition inside your named accounts.
• Spend growth and adoption across the book.
• Self-sourced pipeline coverage.
• Forecast accuracy.
• Depth of account planning and executive relationships in your top 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 $246,000 - $264,000 per year.* There is also an additional target bonus for this position. 

*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).