Enterprise Account Manager

Commercial Leadership: Lead highly complex negotiations for multi-year renewals and expansion contracts, including developing and navigating unique commercial structures and legal terms.

Full Sales Cycle Ownership: Run the full sales cycle for new opportunities within the existing account footprint (upsell/expansion/cross-sell), from identifying need to negotiation and closure. Leverage our Product, Marketing, and Sales Engineering organizations as needed to ensure a seamless sales cycle.

Strategic Commercial Defense: Proactively analyze the account's total addressable spend and potential "build vs. buy" threats. Develop creative and non-standard commercial architectures to maximize long-term revenue while neutralizing incentives for in-house alternatives.

Marketing: Develop internal and external communication plans to broadly disseminate the value of Afresh's partnership throughout the customer's organization.

Partnership Evangelism: Systematically transform executive sponsors into active, high-impact evangelists. Ensure executive sponsors will act as industry referrals. Drive joint marketing initiatives, including co-authored case studies, executive video testimonials, and joint press releases, to leverage customer success as a powerful market validator.

The following represent the skills and experience our ideal candidate possesses. We encourage candidates to apply, even if they do not fulfill all the listed criteria.

8+ years of experience in enterprise sales, consulting, or strategic account management within a technology company.

Experience in supply chain or retail/grocery industries is a strong plus.

3+ years of experience generating new business within enterprise accounts (Fortune 100 Companies).

Demonstrated track record of achieving high retention (95%+) and significant expansion within a strategic account base.

Proven ability to understand complex technology solutions and platforms, and a demonstrated track record of using value selling to address the needs of different economic decision makers within an organization.

Exceptional executive presence, proven success in engaging and influencing C-suite leaders across various functions (e.g., Technology, Operations, Merchandising, Finance).

Proven ability to navigate organizational complexity and internal politics to drive cross-functional alignment on behalf of the customer.

Proven ability to operate with autonomy in a fast paced start-up environment.

Excellent verbal and written communication, presentation, and relationship management skills.

Ability to travel up to 50% to meet the needs of a strategic, geographically dispersed customer portfolio.

BA/BS required.

This is a 100% remote position with travel up to 50% required.

This position is not eligible for company sponsorship.

Salary Compensation in USD: $160,000 base, $70,000 variable, 70/30 split, $230k OTE

Comprehensive Health & Wellness: Comprehensive medical, dental, and vision coverage for you and your family, with the majority of premiums covered by Afresh. We also provide dedicated mental health support and counseling services.

Invested in Your Future: Competitive base salary, meaningful equity (U.S. employees), and a 401(k) program with a generous company match.

Flexible & Modern Workspace: Whether you work from home or a local office, we support your setup with a home office stipend and "Coworking Wallets" for flexible workspace access.

Growth-Obsessed Culture: We believe in continuous learning. Every employee receives an annual professional development budget to master new skills and grow their career at Afresh.

Holistic Monthly Stipends: Beyond your paycheck, we provide monthly stipends for "Betterment" (wellness/lifestyle) and telecommunications to ensure you have what you need to thrive.

Time to Recharge: Flexible paid time off to take the time you need to recharge.

About Afresh

Founded in 2017, Afresh is using AI to tackle the #1 solution to curb climate change: reducing food waste. By building AI specifically for the intricacies of grocery—from the fresh perimeter to the center store—we help grocers minimize waste and maximize sales.

Afresh sits at an incredible intersection of positive social impact, rocket ship financial growth, and cutting-edge technology. Our best-in-class AI research has been published in top journals, including ICML, and our investors include Al Gore’s Just Climate, former Whole Foods Market CEO Walter Robb, and Eric Schmidt's Innovation Endeavors.

Grocery is the past, present, and future of our food system – the waste we create today will impact our planet for years to come. Join us as we continue to build a vibrant, diverse, and inclusive team that embodies our company’s values of proactivity, kindness, candor, and humility.

Afresh provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, genetics, sexual orientation, gender identity/expression, marital status, pregnancy or related condition, or any other basis protected by law.

Here at Afresh, many of our employees work remotely provided that they reside in one of the following states: AL, AR, CA, CO, FL, GA, IL, KY, MA, MI, MT, MO, NV, NJ, NY, NC, OR, PA, TX, WA, UT, VA, WI.