Partner Relationship Manager

Friendlier • Sacramento, CA

9d • Remote

About The Position

Friendlier is a trusted reuse partner for campuses, foodservice operators, and institutions across North America, delivering turnkey reusable packaging systems that simplify the shift away from single-use packaging. Our model combines durable packaging, digital tools that support engagement and environmental impact tracking, and reliable collection and sanitization services to keep containers in active circulation while reducing operational burden. Founded in Canada, Friendlier has grown from a local solution to a national presence across the country and recently into the United States, continuing to support organizations seeking practical, scalable ways to reduce single-use waste through systems that integrate seamlessly into everyday operations.

We are searching for a Partner Relationship Manager. Reporting to the CRO, the Partner Sales Manager is accountable for developing and closing strategic partnership opportunities within the US contract foodservice sector, with primary focus on Compass Group US, Sodexo, Aramark, and similar national operators. The role exists to establish scalable, long-term revenue partnerships by navigating complex, decentralized customer environments and converting regional engagements into national programs. This is a high-impact, revenue-driving role responsible for unlocking and scaling Friendlier’s US growth through strategic partnerships with national foodservice operators.

Requirements

• 5+ years of B2B or partner sales experience
• Demonstrate success selling into foodservice, hospitality, or other relevant large enterprises.
• Experience navigating large, complex, decentralized organizations
• Track record of managing long, consultative sales cycles
• Strategic account planning and execution
• Executive-level communication and influence
• Contract negotiation and commercial structuring
• Cross-functional collaboration
• High level of ownership, persistence, and follow-through

Nice To Haves

• Ability to travel approximately 25% of the time

Responsibilities

• Owns partner sales outcomes within the US food services vertical
• Primary responsibility for Compass Group US; secondary responsibility for other national contract foodservice operators as well as their corresponding purchasing entities (ie. Food Buy, Avendra, etc.)
• Manages the full partner sales lifecycle from initial engagement through contract execution
• Works cross-functionally to ensure solutions are operationally viable and commercially scalable
• Develop and execute account strategies for large, decentralized foodservice partners
• Identify, engage, and influence decision-makers across procurement, operations, sustainability, culinary, and finance
• Lead long-cycle, consultative sales processes including pilots, evaluations, and contract negotiations
• Secure regional and national partnership agreements
• Build and maintain trusted relationships with stakeholders at national and regional levels
• Serve as the primary commercial point of contact for assigned strategic partners
• Maintain executive-level engagement to support expansion and renewal
• Maintain a strong understanding of the US contract foodservice industry and its operating models
• Apply industry insights (e.g., sustainability requirements, cost pressures, operational constraints) to partner discussions
• Monitor competitor activity and relevant market trends
• Map out the partner’s organizational structure, including the structure of segments and build a strategy for engagement across the organization
• Partner closely with Operations to validate feasibility and readiness for multi-site deployment
• Collaborate with Product and Customer Success to support pilots, onboarding, and expansion
• Work with Marketing to inform industry-specific messaging and enablement materials
• Build and manage a qualified pipeline aligned with revenue targets
• Accurately forecast deal progression and expected revenue
• Maintain CRM discipline and partner documentation

Benefits

• Competitive compensation package including base salary, performance-based bonuses, and stock options.
• Collaborative and inclusive work culture that values diversity, creativity, and continuous learning.
• Flexible work environment with the option for remote work and a focus on work-life balance.
• Career growth and advancement opportunities within a fast-growing startup environment.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed