Partner Relationship Manager

🕒 April 23

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Friendlier

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2020

🤝 B2B

🛍️ eCommerce

☁️ SaaS

💰 Seed Round on 2023-12

B2B • eCommerce • SaaS

Friendlier is a company that specializes in providing sustainable reusable container solutions for businesses and consumers. Their mission is to promote a circular economy by helping businesses switch to reusable packaging, thereby reducing waste and saving resources. With a user-friendly system that tracks impact, Friendlier simplifies operations for companies looking to adopt eco-conscious practices, while also appealing to environmentally aware customers.

📋 Description

• Owns partner sales outcomes within the US food services vertical • Primary responsibility for Compass Group US; secondary responsibility for other national contract foodservice operators as well as their corresponding purchasing entities (ie. Food Buy, Avendra, etc.) • Manages the full partner sales lifecycle from initial engagement through contract execution • Works cross-functionally to ensure solutions are operationally viable and commercially scalable • Develop and execute account strategies for large, decentralized foodservice partners • Identify, engage, and influence decision-makers across procurement, operations, sustainability, culinary, and finance • Lead long-cycle, consultative sales processes including pilots, evaluations, and contract negotiations • Secure regional and national partnership agreements • Build and maintain trusted relationships with stakeholders at national and regional levels • Serve as the primary commercial point of contact for assigned strategic partners • Maintain executive-level engagement to support expansion and renewal • Maintain a strong understanding of the US contract foodservice industry and its operating models • Apply industry insights (e.g., sustainability requirements, cost pressures, operational constraints) to partner discussions • Monitor competitor activity and relevant market trends • Map out the partner’s organizational structure, including the structure of segments and build a strategy for engagement across the organization • Partner closely with Operations to validate feasibility and readiness for multi-site deployment • Collaborate with Product and Customer Success to support pilots, onboarding, and expansion • Work with Marketing to inform industry-specific messaging and enablement materials • Build and manage a qualified pipeline aligned with revenue targets • Accurately forecast deal progression and expected revenue • Maintain CRM discipline and partner documentation

🎯 Requirements

• 5+ years of B2B or partner sales experience • Demonstrate success selling into foodservice, hospitality, or other relevant large enterprises. • Experience navigating large, complex, decentralized organizations • Track record of managing long, consultative sales cycles • Strategic account planning and execution • Executive-level communication and influence • Contract negotiation and commercial structuring • Cross-functional collaboration • High level of ownership, persistence, and follow-through • Ability to travel approximately 25% of the time.

🏖️ Benefits

• Competitive compensation package including base salary, performance-based bonuses, and stock options. • Flexible work environment with the option for remote work and a focus on work-life balance. • Collaborative and inclusive work culture that values diversity, creativity, and continuous learning. • Career growth and advancement opportunities within a fast-growing startup environment.