Enterprise Partner Sales Manager
Location:
Remote USA or Remote Canada (with ability to travel to US)
Hiring Range: $85,000 - $110,000 CAD + Bonus
About Us:
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 an Enterprise Partner Sales Manager.
About the role
Reporting to the CEO, this is a revenue-driving role responsible for breaking into and scaling partnerships with national contract foodservice operators across the US. You'll establish relationships that didn't previously exist, then build pipeline through them.
Your focus will be national contract foodservice operators including Compass Group USA (Chartwells, Levy), Sodexo, Aramark, and their procurement partners such as Foodbuy and Avendra. This is a ground-floor US expansion opportunity: you'll be building from scratch, not inheriting a book.
What you'll do
Pipeline generation & partner sales
- Break into national foodservice operators and generate qualified pipeline through partner referrals, internal networks, and direct engagement
- Develop and execute account strategies for large, decentralized organizations - mapping their structures and identifying the right entry points
- Lead full sales cycles from first conversation through pilot, negotiation, and contract execution
- Convert regional or single-site wins into multi-location or national programs
Relationship ownership
- Build and own relationships with stakeholders at national and regional levels across procurement, operations, sustainability, culinary, and finance
- Maintain executive-level engagement that opens doors to new opportunities and expansion
- Act as the primary commercial contact from initial outreach through program growth
Cross-functional collaboration
- Partner with Operations to validate that programs can be delivered at scale before committing
- Work with Customer Success and Product to support pilots and onboarding
- Collaborate with Marketing on industry-specific messaging and sales materials
Reporting & forecasting
- Build and manage a qualified pipeline aligned to US revenue targets
- Accurately forecast deal stage and expected close
- Maintain rigorous CRM documentation in HubSpot
What you bring
- 5+ years of B2B sales experience in foodservice, hospitality, or a related industry
- Firsthand experience with national contract operators — you know how Compass, Sodexo, or Aramark are structured and how to navigate them
- A track record of breaking into large, complex organizations and converting relationships into revenue
- Experience managing long, consultative sales cycles and closing multi-stakeholder deals
- Comfort working with procurement teams on contract structure and negotiations
- High ownership, persistence, and the ability to work independently in an early-stage environment
- Ability to travel ~25% of the time
Why You Should Join Us:
- Opportunity to make a meaningful impact by driving positive environmental change through innovative solutions.
- 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.
We are committed to creating an inclusive and diverse workplace where all employees feel valued and respected. We welcome applicants from all backgrounds and are dedicated to providing equal opportunities for everyone, regardless of race, ethnicity, gender, age, disability, or 2SLGBTQI+ identity. Be part of a team that celebrates diversity and promotes an inclusive environment for all. Please let us know if you require an accommodation due to a disability and we will work with you to address your needs.
Skills Required
- 5+ years of B2B or partner sales experience
- Experience selling into foodservice, hospitality, or large enterprises
- Ability to navigate large, complex organizations
- Experience managing long, consultative sales cycles
- Strategic account planning and execution
- Executive-level communication and influence
- Contract negotiation and commercial structuring
- Cross-functional collaboration
- Ability to travel approximately 25% of the time
What We Do
Friendlier is Canada’s leading clean-tech company helping businesses and communities eliminate single-use packaging waste. Our turnkey reuse system makes sustainability simple, scalable, and accessible across foodservice, higher education, corporate dining, catering, beverage programs, and large-scale events. We provide durable reusable packaging, end-to-end sanitation and logistics, and a digital deposit platform that makes participation seamless. From full dining operations to catering plates and beverage cups, our solutions integrate directly into existing systems while empowering organizations to achieve their ESG goals and customers to take part in meaningful sustainability action. By partnering with universities, foodservice providers, corporations, and municipalities, Friendlier is driving the shift toward a circular economy where reuse becomes the new normal.
