Enterprise Partner Sales Manager

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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

• Pipeline generation & partner sales • Break into national foodservice operators and generate qualified pipeline through partner referrals, internal networks, and direct engagement • Develop and execute account strategies for large, decentralized organizations - mapping their structures and identifying the right entry points • Lead full sales cycles from first conversation through pilot, negotiation, and contract execution • Convert regional or single-site wins into multi-location or national programs • Build and own relationships with stakeholders at national and regional levels across procurement, operations, sustainability, culinary, and finance • Maintain executive-level engagement that opens doors to new opportunities and expansion • Act as the primary commercial contact from initial outreach through program growth • Partner with Operations to validate that programs can be delivered at scale before committing • Work with Customer Success and Product to support pilots and onboarding • Collaborate with Marketing on industry-specific messaging and sales materials • Build and manage a qualified pipeline aligned to US revenue targets • Accurately forecast deal stage and expected close • Maintain rigorous CRM documentation in HubSpot

🎯 Requirements

• 5+ years of B2B sales experience in foodservice, hospitality, or a related industry • Firsthand experience with national contract operators — you know how Compass, Sodexo, or Aramark are structured and how to navigate them • A track record of breaking into large, complex organizations and converting relationships into revenue • Experience managing long, consultative sales cycles and closing multi-stakeholder deals • Comfort working with procurement teams on contract structure and negotiations • High ownership, persistence, and the ability to work independently in an early-stage environment • Ability to travel ~25% of the time.

🏖️ Benefits

• Opportunity to make a meaningful impact by driving positive environmental change through innovative solutions. • Competitive compensation package including base salary, performance-based bonuses, and stock options. • Collaborative and inclusive work culture that values diversity, creativity, and continuous learning. • Flexible work environment with the option for remote work and a focus on work-life balance. • Career growth and advancement opportunities within a fast-growing startup environment.