Director, Enterprise Business Development

Job Description:

• Develop and execute strategies to access, engage, and convert enterprise customers
• Navigate complex entry points including RFPs, partnerships, and executive relationships
• Lead multi-threaded engagement across Procurement, Operations, Sustainability, Food Safety, Supply Chain, and Finance
• Translate competing stakeholder priorities into a clear, compelling value narrative
• Identify and overcome commercial, operational, and organizational barriers to close deals
• Structure and negotiate agreements that set up long-term success
• Drive deeper integration within existing enterprise accounts, identifying opportunities for expansion across services, geographies, and use cases
• Build durable, trust-based relationships at multiple levels of the organization
• Anticipate customer needs and proactively position new capabilities
• Identify, develop, and advance strategic partnerships and new value-add initiatives (e.g., service line expansion, ecosystem partnerships, pilot programs)
• Work cross-functionally to bring new ideas from concept through execution
• Contribute to the evolution of messaging, positioning, and go-to-market strategy based on customer insight
• Serve as a key connector across internal teams (Operations, Product, Marketing, Legal, Finance) to drive alignment and progress
• Maintain strong momentum across complex, multi-stakeholder initiatives
• Balance strategic perspective with a willingness to engage directly in execution when needed to move priorities forward

Requirements:

• 8-12+ years of experience in enterprise business development, strategic accounts, or complex B2B environments
• Proven ability to navigate and close multi-stakeholder enterprise opportunities
• Experience working with or selling into retail, grocery, supply chain, or food/CPG ecosystems strongly preferred
• Strong ability to operate effectively in ambiguous, evolving environments
• Commercial acumen paired with curiosity and a desire to deeply understand customer operations
• Experience contributing to strategic initiatives beyond traditional sales (e.g., partnerships, pilots, new offerings)
• Exceptional communication skills with the ability to engage both executive and operational stakeholders
• High ownership mindset with a focus on outcomes and accountability.

Benefits:

• Health, Vision and Dental Benefits (effective the first of the month following your date of hire!)
• Life Insurance
• Safe harbor 401(k) plan
• Paid Time Off
• Opportunities for Advancement with a Rapidly Growing, Mission-Driven Organization