Director, Strategic Sales (Remote)

ezCater, Inc; United States; Hybrid; USD 300,000 - 420,000; Full time

Benefits offered by this job

Stock options

12 paid holidays

Flexible PTO

401K with ezCater match

Health/dental/FSAs

Remote-hybrid Boston or home office

Job summary

ezCater is seeking a Director of Strategic Sales to lead and scale a team of Strategic Account Executives, driving growth across high-value corporate accounts in the US. You will own the full lifecycle from acquisition to multi-year development, ensuring adoption and customer value, with cross-functional collaboration to optimize experience.

You will manage analysts and managers, emphasize MEDDPICC, forecasting accuracy, and data-driven decision making while traveling up to 25% as needed.

Qualifications

• 8+ years of relevant B2B sales leadership experience with at least 3 years in a second line leadership role.
• Experience selling into complex, multi-stakeholder organizations (Fortune 1000) with deals of $100k+.
• Proven track record of building and scaling Account Executive teams and coaching reps.
• Strong command of Salesforce, Excel/Sheets, and sales analytics platforms.
• Proficient with value-based, ROI-driven selling and AI-assisted sales tools.

Responsibilities

• Lead and scale a team of Managers of Strategic Account Executives overseeing full lifecycle deals.
• Own pipeline, forecasting, Salesforce hygiene, and MEDDPICC adherence; coach teams to close and hit targets.
• Define expansion strategy for high-potential customers and manage stakeholder mapping and outreach.
• Create playbooks for account planning, forecasting, meetings, and executive engagement.
• Collaborate with Marketing, Product, and Operations to improve customer experience and drive growth.
• Use KPIs and dashboards to drive performance, forecast outcomes, and identify opportunities.
• Serve as a senior escalation point for strategic accounts and partner on retention strategies.
• Recruit, coach, and develop leadership bench focused on execution and long-term careers.
• Foster a collaborative culture that boosts productivity and customer satisfaction.

Skills

Leadership

B2B sales

Multi-stakeholder deals

ROI-based selling

Forecasting

Salesforce

Excel/Sheets

AI tools

Strategic planning

Tools

Salesforce

Excel/Sheets

Sales analytics platforms

Job description

ezCater is the #1 food tech platform for workplaces in the US. The company makes it easy for any organization to manage its food needs and order from over 125,000 restaurants nationwide. For workplaces, ezCater provides flexible and scalable solutions for everything from employee meal programs to one-off meetings, all backed by 24/7 service and business-grade reliability. For restaurant partners, ezCater helps grow their business by bringing them new high-value customers and large orders.

We’re looking for a Director of Strategic Sales to lead, scale, and develop our team of Strategic Account Executives focused on acquiring and driving growth within high-potential, high-value domains and corporate accounts. Reporting into the VP, Sales, you will own the strategy and execution of the full commercial account lifecycle, from acquisition through multi-year account development, ensuring we maximize adoption, usage, and customer value.

This is a high-impact leadership role requiring cross-functional collaboration, operational rigor, and a focus on long-term customer success. You’ll manage a team of managers and individual contributors, and serve as a key voice in shaping our customer engagement and growth strategy.

What You’ll Do:

• Lead and scale a team of Managers of Strategic Account Executives who manage commercial accounts through the full lifecycle of acquisition, adoption, and expansion
• Own pipeline, forecasting, Salesforce hygiene, and adherence to MEDDPICC for all deals on your team, and coach them to close and hit targets
• Own the strategy for ezCater’s most complex and high-potential new customers and customer expansions - including expansion planning, stakeholder mapping, prospect outreach, vertical campaigns, account activation, and pipeline health
• Build repeatable systems and playbooks for account planning, forecasting, customer meetings, and executive engagement
• Partner cross-functionally with Marketing, Product, and Operations to improve customer experience and drive account growth
• Bring data-driven sales leadership to the organization using KPIs and dashboards to manage performance, forecast outcomes, and identify opportunities for growth
• Serve as a senior point of escalation for strategic accounts and a key partner in account strategy and retention
• Recruit, coach, and develop a high-performing leadership bench, focused on execution, enablement, and long-term career development
• Drive a culture of collaboration and innovation that improves team productivity and customer satisfaction

What You Have :

• 8+ years of relevant B2B sales leadership experience with at least 3 years as a second line leader. Experience with consumption models or marketplaces a plus, and fluency with value-based, ROI-driven selling a must
• Demonstrated success leading teams that sell into complex, multi-stakeholder organizations (e.g., Fortune 1000) with senior decision makers and deal size of $100k+, and hitting quarterly growth targets across a team of sales reps and managers
• Proven track record of building and scaling Account Executive teams, including hiring, coaching, and performance management.
• Strong command of tools such as Salesforce, Excel/Sheets, and sales analytics platforms.
• Daily use of, and extreme comfort with, multiple AI tools and to end-to-end sales cycle including account intel, prospecting, outbounding, and overall sales productivity.
• Experience delivering cross-functional projects that improve customer outcomes and drive commercial results.
• Expertise in pipeline management, forecasting, and data-driven sales strategy.
• Experience managing teams that sell into procurement, supply chain, or operational leadership roles.
• Experience with marketplaces or bottoms-up GTM Motions.
• Proven success driving multi-year account growth through structured expansion planning and stakeholder engagement.
• High comfort level operating in a fast-paced, ambiguous environment with competing priorities and evolving processes.
• Strong analytical acumen; ability to translate data into insights and action.
• Excellent communicator and cross-functional collaborator; able to influence senior stakeholders internally and externally.
• Strategic yet hands‑on; willing to dive into deal strategy, customer meetings, and process design as needed.
• Have the ability to travel 25% of the year; including Sales Kick Off, Together Weeks, and customer visits when applicable.

The national cash compensation for this role will consist of base salary and a variable component for a total on-target earnings (OTE) of $360,000 per year.

*Please note: Final offer amounts are determined by multiple factors, including prior experience, expertise and region & may vary from the amount above. This range does not represent additional compensation benefits (such as equity, 401K or medical, dental or vision insurance).

Looking to dive deeper into sales at ezCater? Learn how our VP of Sales, David Wiedeman, is building a people‑first sales culture at ezCater, click here to read his feature on our LunchRush blog.

ezCater does not sponsor applicants for work visas or legal permanent residence.

What You’ll Get from Us:

You’ll get a terrifically compelling experience in an innovative, high performing environment. You’ll get to work with engaged and passionate colleagues on challenging and impactful projects. You will have opportunities to grow in your career, and work in a place that values work/life harmony.

• Market competitive salary
• stock options that you’ll help make worth a lot
• 12 paid holidays
• flexible PTO
• 401K with ezCater match
• health/dental/FSA
• long-term disability insurance
• mental health and family planning resources
• remote-hybrid work from our awesome Boston office OR your home OR a mixture of both home and office
• a tremendous amount of responsibility and autonomy
• wicked awesome co-workers
• employee meal program (and many more goodies) when you’re in our office
• knowing that you helped transform the food for work space

ezCater is an equal opportunity employer. We embrace humans of every background, appearance, race, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, veteran status, and disability status. At the same time, we do not employ jerks, even brilliant ones. Following a conditional offer of employment, ezCater may require a background check.

For information on how ezCater collects and uses job applicants’ personal information, please visit our Job Applicant Privacy Policy.

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