Business Development Manager, New Business

Replate•San Francisco, CA

1d•$90,000 - $125,000•Remote

About The Position

Replate is seeking a resourceful, entrepreneurial Business Development Manager to book quality new annual recurring revenue (ARR) in line with the organization’s business objectives. Quality new ARR consists of new multi-location accounts with potential to exceed $25,000 in annual recurring revenue, in priority segments, priced within established guidelines, and confirmed as deliverable by operations before commitments are made. This hands-on role focuses on generating sales-sourced pipeline through outbound outreach to a defined target list, qualifying inbound leads, managing opportunities from first meeting through signed agreement, and coordinating clean handoffs to operations and customer success. The manager will work closely with Replate’s Founder & CEO, COO, operations, and customer success teams, while operating independently and at times with limited day-to-day leadership support. There is no established sales playbook, so the successful candidate will create and refine the workflows needed to succeed, such as outreach cadences, proposal templates, and follow-up processes. The role also involves using CRM systems, automation, and AI tools to reduce administrative work and improve responsiveness, then developing a repeatable sales process with leadership. Replate is a nonprofit technology and food recovery organization that helps businesses prevent food waste, recover surplus food, and deliver economic, environmental, and community value. The position is US-based, with remote work supported; candidates near the San Francisco Bay Area are preferred for periodic in-person time with the team. The starting annual salary is $90,000, with potential for performance-based increases up to $125,000. Performance is reviewed quarterly, and competitive benefits are included.

Requirements

At least 4 years of experience in B2B new business development or enterprise sales.
A track record of meeting or exceeding new-business quotas, including deals sourced through personal outbound efforts.
Experience independently managing commercial opportunities from discovery through contracting.
Strong relationship-building, consultative selling, and negotiation skills.
Ability to engage multiple stakeholders and understand complex organizational buying processes.
Experience with CRM systems, pipeline management, and sales reporting.
Excellent communication, organization, judgment, and follow-through.
Comfort operating with limited resources, evolving priorities, and a high degree of autonomy, including periods with limited day-to-day support.
Ability to collaborate with operational teams and translate customer requirements into practical service solutions.

Nice To Haves

Existing relationships with enterprise operators, food service management companies, or relevant industry networks.
Background in food service, hospitality, food systems, waste management, or related B2B services.
Experience selling solutions that combine technology with operational services.
Familiarity with multi-site enterprise contracts, procurement processes, or subscription and service-based pricing.
Experience working in a mission-driven startup, nonprofit, or early-stage growth organization.
Direct food recovery experience; it is helpful but not required.

Responsibilities

Build and maintain a leadership-aligned list of multi-location target organizations with potential for more than $25,000 in annual ARR.
Conduct consistent, high-volume outbound calls, emails, and LinkedIn outreach, tracking activity against agreed goals.
Develop relationships with decision-makers across food service, hospitality, healthcare, campuses, venues, and other priority segments.
Use strategic introductions through Replate’s board, partners, and network, and selected industry events and conferences, to generate outbound opportunities.
Serve as the primary contact for inbound commercial inquiries, respond promptly, qualify leads against Replate’s criteria, and route accounts below the $25,000 ARR threshold to the appropriate team.
Lead discovery meetings, prepare proposals, negotiate commercial terms within established guidelines, and move qualified prospects to signed agreements.
Navigate buying processes involving sustainability, operations, procurement, and financial stakeholders.
Communicate the business value of food recovery, including operational efficiency, regulatory compliance, waste cost reduction, impact measurement, and sustainability outcomes.
Position Replate’s technology and managed recovery services according to customer operational and business needs.
Present suitable subscription and service-level packages within established pricing guidelines.
Maintain consistent follow-up with active prospects throughout the sales cycle.
Keep sales records, pipeline stages, next steps, and revenue forecasts accurate and current.
Partner with the COO and operations team to assess service feasibility, delivery requirements, and pricing considerations before making commitments.
Ensure smooth handoffs from signed agreements to implementation and customer success.
Escalate complex commercial, financial, or operational decisions to the designated leadership team and maintain communication across commercial, customer success, and operations functions.
Establish essential sales workflows, including outreach cadences, proposal templates, and follow-up processes, and refine them with leadership based on results.
Identify ways to use CRM systems, automation, and AI tools to reduce administrative work and improve responsiveness.
Build qualified pipeline, book new ARR against quarterly targets after the ramp period, and contribute to a repeatable sales process that reduces dependence on founder involvement.