Strategic Partnerships Manager, SMB

Grubhub; Washington (District of Columbia); Hybrid; USD 96,960 - 121,200; Full time

Benefits offered by this job

Equity

401K

Health, dental, and vision plans

Job summary

Grubhub is seeking a Strategic Partner Manager to manage a portfolio of critical SMB accounts in priority markets. You will drive retention, new diner acquisition, and revenue growth while building strong partner relationships.

You will collaborate with Sales, Marketing, and Product to deliver tailored solutions and provide data-driven guidance. Travel to meet top partners and industry events is expected.

Qualifications

• Bachelor’s degree or equivalent years of experience.
• Must be located in Los Angeles, CA.
• 4-6 years of account management or enterprise account management experience.
• Strong computer skills with MS Office/Google products; CRM experience a plus.

Responsibilities

• Develop and execute strategic account plans to drive retention, new diner acquisition, and revenue growth.
• Serve as the primary contact and advocate for your portfolio.
• Identify upsell, cross-sell, and expansion opportunities and manage renewals.
• Collaborate with Sales, Marketing, and Product to deliver tailored solutions.
• Provide data-driven insights and guidance to help partners optimize performance.
• Be prepared to travel to meet top partners and attend industry events.

Skills

Account management

CRM (Salesforce)

MS Office & Google Workspace

English fluency

Travel willingness

Phone outreach

Education

Bachelor’s degree or equivalent experience

Tools

Salesforce.com

Job description

About Grubhub

At Grubhub, we believe food is more than just a meal: It’s a source of discovery, connection, and pure enjoyment. There’s a time and place for every type of dish, from hidden neighborhood gems to tried-and-true favorites, and we exist to connect people with the food they love in all the ways they like to dig in. We’ve been at it since 2004, but now, as part of Wonder, Grubhub is operating with a renewed sense of momentum and the high-velocity energy of a powerhouse startup.

About Grubhub

At Grubhub, we believe food is more than just a meal: It’s a source of discovery, connection, and pure enjoyment. There’s a time and place for every type of dish, from hidden neighborhood gems to tried-and-true favorites, and we exist to connect people with the food they love in all the ways they like to dig in. We’ve been at it since 2004, but now, as part of Wonder, Grubhub is operating with a renewed sense of momentum and the high-velocity energy of a powerhouse startup.

As a leading U.S. ordering and delivery marketplace, we feature over 415,000 merchants in more than 4,000 cities, creating the ultimate food experience by elevating online ordering through innovative restaurant technology, easy-to-use platforms, and an improved delivery experience. We are constantly finding new ways to innovate—from integrated grocery delivery with groceries powered by Instacart to exclusive loyalty programs. Join our team, based out of New York City, Chicago and Denver, and help us give our diners the exceptional value they deserve.

As a Strategic Partner Manager in the SMB Merchant Network, you\'ll be responsible for a portfolio of our most critical accounts in priority markets. You will build strong relationships with these partners, who often have custom agreements, and conduct regular business reviews to optimize their Grubhub accounts. Your goal is to boost new diner acquisition, drive conversion, and ultimately prevent churn.

The Impact You Will Make

The Impact You Will Make

• In this role, you will be the primary driver of success for our most strategic accounts. Your impact will be defined by your ability to:
• Develop and execute strategic account plans, leveraging a deep understanding of our solutions to drive retention, new diner acquisition, and revenue growth.
• Serve as the primary point of contact and an internal advocate for your portfolio of strategic accounts, ensuring their needs are prioritized.
• It is an expectation that you provide these accounts with a contact number for emergencies. You must be available to them (or provide an alternative contact that can be reached) at all times.
• Proactively identify and execute opportunities for upsell, cross-sell, and expansion, while also managing the renewal of all partner agreements.
• Partner closely with cross-functional teams—including Sales, Marketing, and Product—to deliver tailored solutions and address complex challenges.
• Serve as a trusted advisor by providing data-driven insights and strategic guidance to help partners navigate the market and optimize their performance.
• Be prepared to travel to meet with top partners and attend key industry events.
  

What You Bring To The Table

• Bachelor’s Degree or equivalent years of experience and High School degree/GED
• Must be located in Los Angeles, CA
• 4-6 years of account management or enterprise account management experience. Experience working with (or selling to) restaurant owners is a major plus. Restaurant experience is also a plus.
• Strong computer skills (MS Office, Google products) with the ability to quickly learn new software. Experience with Salesforce.com or similar CRM is a plus
• Native-level fluency in English is required. Candidates fluent in Mandarin or Spanish are strongly preferred.
• Ability and desire to do whatever it takes to find solutions for merchants.
• Strong verbal and written communication skills.
• Strong organizational and time management skills.
• Confident making outbound dials on the phone.
• Willingness/ability to travel and speak to restaurants in person.
• Proven track record of success in meeting and exceeding goals.
• Impeccable organizational skills, easily balancing multiple tasks at once; self-starter with a strong bias towards action and problem-solving; maximizes effectiveness by focusing time in the right areas.
• Outstanding, positive attitude with passion and aptitude for working in a fast-paced and fast-growing environment.
  

Our hybrid model

• Our hybrid model requires 3 days a week in the office. That said, many team members choose to come in more often to take advantage of in-person collaboration and connection. You\'re welcome—and encouraged—to be in the office up to 5 days a week if it works for you.

We reward our Sales positions with competitive pay. For this role, we offer uncapped commission with a base salary range as outlined below.

District of Columbia: $96,960 - $121,200 ($$121,200 - $151,500 OTE)

Illinois: $80,000- $100,000 ($100,000 - $125,000 OTE)

Wonder uses geographic-specific salary structures, which means the salary offered may vary depending on where the job is located. The final salary offer will take into account various factors, such as the candidate\'s skills, education, training, credentials, and experience.

Benefits

We offer a competitive salary package including equity and 401K. Additionally, we provide multiple medical, dental, and vision plans to meet all of our employees\' needs as well as many benefits and perks that are not listed.

A Final Note

At Wonder, we build the best teams by hiring with an objective lens — evaluating people for their potential while championing diversity, equity, and inclusion. We do not discriminate based on race, color, religion, gender identity or expression, sexual orientation, national origin, age, military service eligibility, veteran status, marital status, disability, or any other protected class. As part of our commitment to fair and compliant hiring practices, Wonder participates in the federal government\'s E-Verify program to confirm employment eligibility. If you need an accommodation during the interview process, please let your recruiter know.

We look forward to hearing from you! We\'ll contact you via email or text to schedule interviews and share information about your candidacy