Market Manager

At Picnic, we’re reinventing the way employees experience lunch at work. By partnering with top local restaurants and batching hundreds of orders, we make it easy for companies to offer high-quality, individually packed meals without fees or tips. Our mission is to create a seamless, affordable, and joyful lunch experience that benefits both employees and employers.

• →Own the number. Revenue is the primary metric. Build the market plan and hit it through new customers, account expansion, participation, and order frequency. Activity matters only when it produces results.
• →Build the market. Your territory contains thousands of potential customers. Determine which companies, buildings, neighborhoods, and verticals matter most, then decide where to focus and in what order.
• →Find the way in. Great accounts rarely start with a cold email to the perfect decision-maker. Identify champions, mutual connections, customers, employees, brokers, property managers, community leaders, and other paths into the companies you want to win.
• →Create a referral engine. Turn individual wins into networks. Build relationships with customers and eaters that generate introductions, referrals, and new opportunities throughout the market.
• →Create local demand. Develop growth channels that make sense for your city, including partnerships, events, workplace communities, building activations, conferences, and ideas we haven’t tried yet.
• →Close the deal. Understand a customer’s existing food program, build the economic case for Picnic, structure commercial terms, navigate stakeholders, negotiate, and get the deal done.
• →Grow what you win. Stay close to accounts after launch. Identify opportunities to increase participation, frequency, locations, and overall account value.
• →Know the market better than anyone. Understand what customers want, what competitors are doing, where target companies cluster, which buildings matter, what events people attend, and how information travels through your local ecosystem. Bring those insights back to Product, Restaurant, Operations, and GTM teams.

• Owner mentality. You treat the territory like your business. You know the number, understand the levers behind it, make decisions, and take responsibility for the outcome.
• Relationship builder. You build trust quickly with people at every level of an organization. You know how to turn a conversation into a relationship, a relationship into a customer, and a customer into an advocate.
• Creatively commercial. You see paths to growth other people miss. A customer introduction, office tower, local event, alumni network, broker, HR community, or unexpected partnership can all become distribution.
• Relentlessly resourceful. When the obvious path doesn’t work, you find another one. You are persistent without being rigid and comfortable trying unconventional approaches when they make sense.
• Structured problem solver. You can look at thousands of possible targets and turn them into a clear set of priorities, hypotheses, and actions.
• Self-directed. You don’t need someone constantly telling you where to point. You can manage your pipeline, your time, and your territory with a high degree of independence.
• Locally obsessed. You want to know your city at an unusually deep level: where companies are moving, which offices are growing, who influences workplace decisions, where people gather, and which relationships connect one opportunity to the next.

• 2 to 5 years of relevant experience in growth, business development, partnerships, market expansion, community, entrepreneurship, or another high-ownership commercial role
• Demonstrated success in a people-facing, unstructured environment where you had to determine both what to do and how to do it
• A track record of owning measurable outcomes, not just completing activities
• Strong commercial instincts and comfort negotiating deals
• Comfortable using data to make decisions. Google Sheets, dashboards, CRM tools, and basic funnel metrics should not slow you down
• An exceptional academic or professional track record

• You create momentum rather than wait for direction.
• You’re social, curious, persuasive, and energized by meeting people. You can walk into a room where you know nobody and leave knowing who matters.
• You move quickly, make decisions with incomplete information, and adjust when reality tells you something different.
• You like ambitious goals. You are competitive, but thoughtful about how you win.
• You care about the details because you understand that small advantages compound.
• You want to know your city, build relationships across it, and create something that becomes part of how the city works.
• And you understand that local growth happens where the market happens. Sometimes that’s at a desk. Often it isn’t.

This role is based in our New York office location. As a company driven by innovation and continuous change, close collaboration is essential. We’re constantly reimagining our industry, creating new products, and refining our processes, and we do our best work together. That’s why all of our office-based teams work onsite, five days a week. 

The base salary range for this role is $106,000 - $125,000 per year.

Actual compensation will be determined on an individual basis and may vary depending on experience, skills, and qualifications.

Base salary is just one part of your total rewards package. You may also be eligible for equity awards and an annual performance-based bonus.

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