Director of Commercial Partnerships, Afresh
$230-260k
+ $100k bonus target (70/30 split) + Equity
More information about location
SaaS for grocery store operations
Job no longer available
SaaS for grocery store operations
101-200 employees
Job no longer available
$230-260k
+ $100k bonus target (70/30 split) + Equity
More information about location
101-200 employees
Company mission
To eliminate food waste and make fresh food accessible to all.
Role
Who you are
- 8+ years in enterprise B2B partnerships, business development, or strategic alliances
- Proven track record building partnership programs from the ground up in growth-stage companies, including referral, resale, technology/integration, and co-promotion models
- Experience with SaaS supply chain technology, ideally in grocery, food distribution or CPG
- Deep understanding of the enterprise software ecosystem including ERPs, SIs, and consulting firms
- History of driving measurable revenue outcomes through partnerships ($5M+ in influenced pipeline/revenue)
- Strategic thinker who can balance long-term ecosystem building with near-term revenue goals
- Relationship builder with executive presence and ability to navigate complex partnership negotiations
- Results-oriented with strong business acumen and comfort with metrics and pipeline management
- Technical mindset — able to understand nuances of an AI, data-driven platform and a multi-threaded product integration path
- Cross-functional leader skilled at influencing without authority across sales, product, and marketing teams
- Scrappy and resourceful — comfortable operating with autonomy in a fast-paced, high-growth environment
- Excellent communication skills with ability to craft compelling partnership value propositions
What the job involves
- We're seeking a Director, Commercial Partnerships to build and scale our ecosystem of strategic partnerships. This role will drive revenue growth by establishing Afresh as the preferred fresh food optimization partner within the grocery technology ecosystem, including ERP vendors, systems integrators, management consultancies, and industry analysts
- Reporting to the Chief Revenue Officer, and in collaboration with the Chief Executive Officer and Chief Product Officer, you'll own the strategy and execution of our partnership program, creating new paths to market and accelerating deal velocity through strategic relationships
- Design and execute a comprehensive partnership strategy to accelerate Afresh's topline growth
- Build and manage strategic relationships with key partners, with a particular focus on complementary ERP vendors who have less focus on the fresh side of the retail grocery and food distribution supply side
- Develop relationships and form partnerships with consultant/systems integrators that drive mutual revenue-generating opportunities and decrease the time-to-value for our customers
- Negotiate partnership agreements and commercials in collaboration with Legal and Finance
- Drive measurable pipeline and revenue through partner-sourced and partner-influenced opportunities
- Collaborate with sales leadership and account executives to identify target accounts where partnerships can accelerate deals
- In collaboration with marketing, create joint go-to-market plays and enablement materials for partner sellers and consultants
- Track and report on partnership-driven metrics including pipeline contribution, deal influence, and revenue attribution
- Establish relationships with industry analysts (Gartner, Forrester) to elevate Afresh's market presence and thought leadership
- Advise closely with Product and Engineering teams on product strategy as it intersects with our partner ecosystem API strategy
- Work with Marketing/PMM to develop co-marketing programs, case studies, and thought leadership
- Represent Afresh at key industry events (NRF, FMI Midwinter) to build ecosystem relationships
Application process
- Please submit your resume and a brief note on your partnership philosophy and most successful partnership outcome
Our take
Outdated inventory systems remain a major issue for grocers, particularly when it comes to fresh food. Many still rely on manual processes or rigid software that struggles to account for constantly changing factors like demand, shelf life and supply fluctuations. The result is over-ordering, wasted food and unnecessary costs, all problems that become even harder to manage at scale.
Afresh is tackling this with an AI-powered platform built specifically for fresh food operations. Its system helps grocers forecast demand, manage inventory and make smarter ordering decisions across categories like produce, meat and bakery. What started as a replenishment tool has expanded into a broader operating system, supporting planning, buying and day-to-day decision-making across store teams.
The company has grown quickly too, now supporting more than 12,000 grocery departments across North American and partnering with major retailers like Albertsons, Meijer and Wakefern. Following a year of strong growth and new product launches, Afresh is expanding its reach across the food supply chain, with ambitions that go beyond the store level. As pressure mounts on grocers to reduce waste and improve margins, Afresh is ready to be a key player in bringing AI-driven decision-making to the entire fresh food ecosystem.
Freddie
Company Specialist at Welcome to the Jungle
Insights
6% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Aug 2022
$115m
SERIES B
Nov 2020
$13m
SERIES A
Total funding: $147.8m
Company benefits
- Comprehensive health plans
- Generous parental leave
- Equity packages
- 401k matching
- Flexible vacation policy
- Professional development program
- Work from home stipend
Company HQ
Yerba Buena, San Francisco, CA
Leadership
Matt Schwartz
(Co-Founder & CEO)Prior to co-founding Afresh in 2016, Matt worked as a Consultant for Bain & Company.
Nathan Fenner
(Co-Founder & CPO)Nathan has a Bachelors, Masters and MBA from Stanford University. Post studying, they became a Lecturer at Stanford in the Mechanical Engineering department before working at Liquid Robotics for 5 years.
Kristina Kemmer
(CTO)Kristina joined Afresh in 2023 as a Senior VP of Engineering, moving into the role of CTO in 2025. Prior to Afresh, she spent 4 years at Zapier as a Director/VP of Engineering and 2 years at InVision as an Engineering, then Senior Engineering Manager.
Adam Litle
(CRO)Prior to joining Afresh in 2025, Adam was the CEO of Sound Agriculture for over 5 years. He also served as the CRO at Granular for nearly 3 years and worked as a VP of Sales at Monetate for 1 year.
Share this job
View 8 more jobs at Afresh