Strategic Account Executive (Remote)

This is a full-cycle sales role with an expansion engine attached. You'll own a book of about 40 prioritized accounts spanning acquisition, retention, and expansion — which means on any given day you are prospecting into a cold division, running a discovery call with a new stakeholder, and pushing adoption inside an account you already won.

The defining skill here is prioritization plus pipeline generation. A book this size will not work itself. You will decide where the growth is, build a plan against it, and then go create the meetings yourself — through targeted outbound, referrals inside the account, and inbound leads you work fast and qualify hard.

Onboarding will teach you ezCater — our ICP, product, plays, and systems. It will not teach you how to prospect, run discovery, build an account plan, or manage a forecast. You should arrive with those skills intact. We will of course coach you 1:1 and in team settings to apply your skills to ezCater’s sales motions and methods.

What You'll Do: 

• Run a targeted, account-based outbound motion inside your book: cold calling, email sequencing, social selling, and referral paths from existing users into new teams, sites, and business units.
• Research before you reach out — spend behavior, site footprint, org structure, and the trigger that makes this the right moment.
• Use AI and sales intelligence tooling to research faster and personalize better.
• Work inbound leads with speed and real qualification, not just conversion.

• Lead structured discovery that surfaces the business problem, quantifies what the status quo is costing, and maps the buying committee and decision process.
• Multi-thread beyond your champion into procurement, finance, office and workplace experience, and executive sponsors.
• Build a value case tied to the customer's priorities: consolidated spend, savings, policy compliance, admin time saved, and employee experience.
• Negotiate and close, including procurement, legal and security review, and vendor onboarding requirements.

• Build and execute account development plans aimed at net new orderers, new locations, product adoption, and retention of existing spend.
• Prioritize ruthlessly across your accounts — know which ten are your growth engine this quarter and why.
• Own the account relationship end to end, driving full adoption and utilization of ezCater's solutions, pulling in product specialists where they add leverage.
• Advise customers on best practices that accelerate spend adoption, and help them solve industry-specific procurement and workplace food challenges.

• Maintain CRM hygiene as a default: accurate stages, next steps, close plans, and contact roles, current at all times.
• Forecast accurately and defend it in pipeline inspection with evidence.
• Deliver accurate weekly reporting on pipeline, customer spend adoption, account status, and what you learned during deployment and account maintenance.

• Relay market needs and requirements back to Product, Operations, and Supply teams.
• Represent ezCater at industry conferences, tradeshows, and customer events.

What You Bring On Day One: 

• 5+ years of full-cycle B2B or enterprise sales experience selling into complex, networked organizations, ideally to Fortune 1000 senior leadership or other centralized decision makers.
• A track record of self-sourced pipeline. You can tell us what share of your closed business you originated, and describe the outbound system behind it.
• Structured discovery skills. You can diagnose a business problem, quantify the pain, and map the decision process — and demonstrate it live.
• Working fluency in a sales methodology such as MEDDPICC, Challenger, Command of the Message, Sandler, or equivalent, applied consistently rather than referenced occasionally.
• Multi-stakeholder selling experience, including procurement, finance, and legal or security review.
• Value selling ability — you can build and defend a quantified business case.
• Experience selling to procurement and/or supply chain roles.
• Pipeline discipline and territory prioritization. You've managed a large book before and can explain how you decided where to spend your time.
• Sales tech fluency: Salesforce, a sales engagement platform (we use Gong Engage), conversation intelligence, LinkedIn Sales Navigator, sales intelligence tools such as ZoomInfo, and AI tools for research and personalization.
• Strong customer-facing presence leading in-person and virtual meetings, product demonstrations, and trainings.
• Demonstrated success identifying, prioritizing, developing, and growing a book of strategic accounts across acquisition, retention, and development simultaneously.

• Experience selling into distributed, multi-site organizations where our GMV comes from consumption-based spending.
• Experience in marketplace tech platforms, workplace services, travel and expense, or procurement technology.
• Experience carrying both new business and expansion targets in the same book.

• ezCater's value proposition, ICP, and personas.
• Product and platform depth across our full suite.
• Our sales process, MEDDPICC application, and role-specific plays.
• Gong Engage workflow and Salesforce expectations.
• Manager inspection rhythm and how we run pipeline.

• Net new orderers and locations acquired across the book.
• Spend growth and retention.
• Self-sourced pipeline coverage.
• Forecast accuracy.
• Quality and execution of account development plans in your priority accounts.

The national cash compensation for this role will consist of base salary and a variable component for a total on-target earnings (OTE) of $120,000 - $150,000 per year. There is also an additional target bonus for this role.

*Please note: Final offer amounts are determined by multiple factors, including prior experience, expertise and region & may vary from the amount above. This range does not represent additional compensation benefits (such as equity, 401K or medical, dental or vision insurance).

You’ll get a terrifically compelling experience in an innovative, high performing environment. You’ll get to work with engaged and passionate colleagues on challenging and impactful projects. You will have opportunities to grow in your career, and work in a place that values work/life harmony. 

Oh, and you’ll get all this: Market competitive salary, stock options that you’ll help make worth a lot, 12 paid holidays, flexible PTO, 401K with ezCater match, health/dental/FSA, long-term disability insurance, mental health and family planning resources, remote-hybrid work from our awesome Boston office OR your home OR a mixture of both home and office, a tremendous amount of responsibility and autonomy, wicked awesome co-workers, employee meal program (and many more goodies) when you’re in our office, and knowing that you helped transform the food for work space.

ezCater is an equal opportunity employer. We embrace humans of every background, appearance, race, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, veteran status, and disability status. At the same time, we do not employ jerks, even brilliant ones. Following a conditional offer of employment, ezCater may require a background check.

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