President of ArrowStream

ArrowStream is reshaping the landscape of supply chain optimization for foodservice businesses. The premier foodservice cloud platform for supply chain intelligence, we've connected over 105,000 restaurant locations to over 1,300 distribution locations, 11,000 manufacturers, and over 275 leading brands. As a Buyers Edge Platform SaaS Solution, ArrowStream customers feel empowered to make informed decisions with our secure cloud-based data management solutions including ArrowStream Central (operators), Crossbow (distributors), and ChainConnect (manufacturers). Not only are we strengthening buying decisions with our industry technology, but we're enforcing pricing accuracy, protecting supply, ensuring quality, and enhancing foodservice partnerships.

Revenue Ownership & Unified Strategy

• Revenue Model & P&L Ownership: Develop and own the unified revenue model and P&L for Sales, Customer Success, Operations, Commercial Operations, and brand-driven growth initiatives.
• Segment-Specific GTM Execution: Drive all GTM motions—including new business acquisition, expansion, partnerships, cross-sell, and renewals—ensuring brand messaging is central to each. This includes developing and executing targeted GTM plans specifically for the manufacturing, distribution, and operator segments within the foodservice industry, tailoring messaging, packaging, pricing, and sales plays for each.
• AI and Software Roadmap Monetization: Understand, manage, and strategically leverage software and AI roadmaps. Partner closely with Product and Engineering to ensure these roadmaps directly contribute to and enhance current and future revenue streams. This includes evaluating AI initiatives for commercial viability, overseeing GTM packaging and monetization for AI features, and balancing product speed with risk and compliance considerations.
• Cross-Functional Alignment: Partner closely with Finance, Revenue Operations, and HR to align revenue plans with financial forecasts, compensation design, capital strategy, and operating priorities.
  Analytics & Insights: Utilize analytics (including AI-driven forecasting and revenue intelligence tools) to track revenue performance and provide actionable insights for strategic decision-making, ensuring revenue and retention goals are met.
• Company-First Decisions: Make company-first decisions, even when difficult or disruptive.
  Market Agility: Continuously monitor market shifts, competitive signals, AI/technology trends, and evolving customer needs, proactively pivoting strategies to maintain brand relevance and competitive advantage.

Team Building, Scaling & Talent Development

• Leadership Recruitment & Mentorship: Recruit, mentor, and develop senior brand leaders, as well as the broader team across sales, success, and operations, evolving structure, roles, and accountability as needed.
• Segment Expertise: Build commercial teams with deep domain expertise across manufacturing, distribution, and operator segments, enabling consultative selling and credible customer engagement at every level.
• Operating Cadence: Ensure consistent operating cadence across teams.
• Support Function Optimization: Optimize essential support functions, including sales engineering, enablement, operations, and analytics, all aligned with brand objectives. Equip teams with AI-powered tools to improve productivity and decision-making.
• Performance Management: Establish clear goals, expectations, and performance management systems.
  Influence & Trust: Influence through trust, data, and outcomes with a tight, high-expectations leadership team.
• Collaboration Culture: Foster a culture of collaboration and cross-functional teamwork, where insights and expertise are shared to deliver exceptional results for customers.
• AI & Data Literacy: Raise AI and data fluency across commercial teams, ensuring sales, customer success, and marketing can articulate AI value, handle objections, and demonstrate ROI to manufacturing, distribution, and operator customers.

Customer Success & Retention

• Customer Satisfaction & Retention: Drive initiatives that ensure high customer satisfaction and retention across manufacturers, distributors, and operators, ensuring a seamless customer experience from acquisition to support.
• Proactive Customer Engagement: Champion customer success through proactive communication to ensure that customers achieve their desired outcomes with our products and AI-driven services.
• Key Client Relationships: Establish and maintain strong relationships with key clients across all three segments, understanding their unique workflows, economic drivers, and pain points, and mitigating or resolving concerns promptly.
• Customer Insights for Product: Ensure customer and market insights consistently inform product strategy and the AI/software roadmap, with a clear feedback loop tying voice-of-customer to revenue outcomes.

Cross-Functional Executive Partnership

• Executive Partnership: Operate as a trusted executive partner to Product, Engineering, Finance, Operations, and other Brand Presidents.
• Strategic Leadership: Serve as the primary revenue and brand strategist in executive leadership, shaping overall company strategy and priorities—including how AI investments translate into competitive moats and revenue acceleration.
• Reporting: Present revenue performance, forecasts, growth levers, AI/product roadmap impact, and brand performance to the Division and Brand Presidents.
• Marketing Collaboration: Partner tightly with Marketing to define demand generation, content strategy, and messaging tailored to manufacturer, distributor, and operator audiences, ensuring a cohesive brand voice.
• Product & Engineering Collaboration: Collaborate closely with Product and Engineering on packaging, feature prioritization, AI roadmap sequencing, and pricing strategy—translating revenue and brand feedback into product enhancements that drive both near-term ARR and long-term enterprise value.

Required Skills & Attributes

• AI-Forward Mindset: Deep curiosity and fluency in AI and emerging software technologies. Able to understand, manage, and strategically deploy software and AI roadmaps to drive revenue growth and competitive advantage. This includes evaluating AI initiatives for commercial viability and overseeing their go-to-market packaging and monetization.
• Foodservice Industry GTM Expertise: Proven ability to drive GTM strategies and execution specifically within the manufacturing, distribution, and operator segments of the foodservice industry. This requires an understanding of how each segment buys, scales, and derives value from SaaS platforms, with experience in tailoring sales motions, channel strategies, pricing, and success plays for each segment's economics and buying cycles.
• Owner's Mentality: Operates with an owner’s mentality, taking accountability for outcomes without waiting for perfect conditions.
  Strategic Agility: Comfortable leading strategic pivots, testing hypotheses, and reacting swiftly to market, AI, or product changes while maintaining brand vision.
• Structure Builder/Simplifier: Comfortable building structure from scratch and simplifying overly complex systems.
• Bias for Action: Bias toward action, clarity, and results.
• Enterprise Value Focus: Thinks in terms of enterprise value creation, not just quarterly revenue targets.
• Executive Judgment: High executive judgment and decision-making maturity.

• 12-15 years in revenue leadership roles.
  
• At least 5+ years in top-tier executive positions (e.g., SVP/GM/Head of Revenue/President).
  
• Proven experience hiring, mentoring, scaling, and managing revenue and commercial teams while maintaining high quality and brand consistency.
  
• Demonstrated success commercializing software/AI capabilities and tying product roadmaps to measurable revenue outcomes.
  
• Hands-on GTM leadership experience selling into foodservice manufacturers, distributors, and/or operators (multi-segment experience strongly preferred).
  
• Influence & Ambiguity Navigation: Exceptional ability to influence and lead through ambiguity with confidence and clarity.

Amazing coverages to start. Medical, dental, and vision coverages are just the beginning! We also offer ancillary plans, such as flexible spending accounts for both health and dependent care, critical illness, accident, and voluntary life as well as company paid life and long-term-disability plans! On top of this, we also offer a 401(k) plan with company match.

Invest in your success. We will provide you with a thorough training and development program; and offer competitive compensation.

Live well = Work well. Relax with our Personal Responsibility Paid Time Off policy where you don’t have to accrue time off in order to take it!