Business Development Manager, New Business

Replate•San Francisco, CA

2d•Remote

About The Position

Replate is seeking a resourceful, entrepreneurial Business Development Manager to generate quality new annual recurring revenue (ARR) and build a repeatable approach to enterprise partnerships. Quality new ARR comes from multi-location accounts in priority segments with potential to exceed $25,000 in annual recurring revenue, priced within established guidelines and confirmed as operationally deliverable before commitments are made. This hands-on role focuses on generating sales-sourced pipeline through outbound outreach, 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, and operations and customer success teams, while operating independently and sometimes with limited day-to-day leadership support. Because there is no established sales playbook, the role will establish and refine the workflows needed to succeed. 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 salary 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.
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 a high degree of autonomy in an entrepreneurial organization with limited resources and evolving priorities, 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; helpful but not required.

Responsibilities

Build and maintain a leadership-aligned list of target multi-location organizations with potential for more than $25,000 in annual ARR.
Conduct consistent, high-volume outbound outreach through calls, email, LinkedIn, and strategic introductions through Replate's board, partners, and network; track activity against agreed goals.
Build relationships with decision-makers across food service, hospitality, healthcare, campuses, venues, and other priority segments; use selected industry events and conferences as targeted outbound tactics.
Serve as the primary point of contact for inbound commercial inquiries, respond quickly, 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 advance qualified prospects to signed agreements.
Navigate complex buying processes involving sustainability, operations, procurement, and financial stakeholders; communicate the business value of food recovery and tailor Replate's technology and managed recovery services to customer needs.
Present suitable subscription and service-level packages within established pricing guidelines and maintain consistent follow-up with active prospects.
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 commitments are made.
Ensure smooth handoffs from signed agreements to implementation and customer success, maintain cross-functional communication, and escalate complex commercial, financial, or operational decisions to designated leadership.
Set up essential sales workflows, including outreach cadences, proposal templates, and follow-up processes; identify opportunities to use CRM systems, automation, and AI tools to reduce administrative work and improve responsiveness.
Refine sales workflows with leadership based on results and contribute to a repeatable sales playbook.