Director of Strategic Sales, ezCater
$400k
OTE
More information about location
Online marketplace for business catering
Open for applications
Online marketplace for business catering
501-1000 employees
Open for applications
$400k
OTE
More information about location
501-1000 employees
Company mission
To provide businesses with access to high-quality and fast corporate catering, 24/7.
Role
Who you are
- 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
What the job involves
- 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
- 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
Our take
ezCater is an online marketplace app that provides catering options for businesses, working with food providers who enter their menus onto the app for customers to browse. ezCater sends each store its orders and handles customer service while the food providers fulfil the orders.
ezCater profits by charging a small commission on all orders that restaurants fulfil. The company counts JLL, RingCentral and the San Francisco 49ers among its customers. It previously fuelled expansion through acquisitions such as online catering platform GoCater in 2018 and MonkeySoft Solutions in 2019.
ezCater has enjoyed strong growth, in part by focusing on meal deliveries to a growing hybrid workforce as an employee benefit. It has been eyeing an IPO for some time, though these plans are yet to come to fruition. In the meantime, it has continued to develop its technology and unveiled a new supplier diversity program to uplift small businesses owned by underrepresented groups.
Steph
Company Specialist at Welcome to the Jungle
Insights
26% employee growth in 12 months
Company
Funding (last 2 of 10 rounds)
Dec 2021
$100m
SERIES D
Apr 2019
$150m
SERIES D
Total funding: $433.9m
Company benefits
- Health and wellness: Taking care of yourself and your loved ones comes first. Our competitive benefits package includes medical, dental, and vision; extensive voluntary options; and mental health resources.
- Compensation: We pride ourselves on our competitive offer packages, and take our commitment to pay transparency seriously. All full-time employees receive equity, a 401(k) match, and a monthly stipend to use towards commuting and remote work expenses.
- Parental support: We offer 12 weeks fully paid parental leave with additional paid time for delivery recovery. We also offer a family planning benefit that provides financial assistance for qualified family forming services.
- Full bellies: For employees working from our Boston office, we offer a lunch stipend via Meal Program. And fully stocked fridges all day, everyday.
- Time off: We offer flexible vacation plus 14 paid holidays. Every 5 years our people are eligible for an ezBreak, a fully-paid 4 week sabbatical and $5,000 bonus.
- Growth and development: We offer professional development opportunities through Skills Accelerator, our internal upskilling program, along with company-wide, department specific leadership trainings. We take internal mobility seriously – you can move sideways, you can move up, and there are always new opportunities to learn.
Company HQ
Financial District, Boston, MA
Leadership
Stefania Mallett
(Co-Founder & Director)Former CEO of the company. Studied at MIT before spending 20 years in leadership positions at firms including IntraNet, Taskmail, More than Words, and InSite Marketing Technology.
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