Afresh
Afresh is on a mission to eliminate food waste and make fresh food accessible to all. Our first AI-powered solution optimizes ordering, forecasting, and store operations for fresh food departments in brick-and-mortar grocers. With our Fresh Operating System, regional and national grocery retailers have placed $1.6 billion in produce orders across the US and we've helped our partners prevent 34 million pounds of food from going to waste. Working at Afresh represents a one‑of‑a‑kind opportunity to have massive social impact at scale by leveraging uncommonly impactful software – we hope you'll join us!
As the
Senior Strategic Accounts Manager , you will serve as the
General Manager
for our company’s most critical assets: the partnerships with one of our largest customers. This is a senior individual contributor role that demands exceptional strategic acumen, political navigation, and financial ownership. You will be responsible for transforming these relationships from vendor‑customer to indispensable, long‑term partners, ensuring Afresh is central to their mission to revolutionize fresh food operations.
Key Responsibilities
Sole Owner of Revenue, Retention, and Expansion Targets:
Directly own the financial health and growth of a strategic account portfolio. Secure 100% retention on existing super‑enterprise accounts while driving year‑over‑year expansion through new sales opportunities.
C‑Suite Relationship Management:
Establish and maintain relationships with a multi‑threaded network of executive sponsors, up to the C‑suite level (e.g., CEO, COO, CIO), to ensure sustained advocacy and clear alignment on multi‑year strategic goals.
Customer Quarterback:
Serve as the single point of accountability for all external interactions, owning the comprehensive view of all customer‑facing initiatives and internal priorities.
Continuous Strategic Discovery:
Lead consistent and frequent executive‑level discovery sessions to maintain a deep, evolving understanding of the customer’s strategic business priorities, critical pain points, and target ideal state. Act as an internal translator, articulating Afresh’s solution suite in the customer’s own language and financial terms.
Trusted Advisor:
Serve as a thought leader in the retail/grocery technology space, advising clients on how to leverage Afresh’s AI to achieve massive business transformation, specifically in driving profitability and efficiencies across their fresh supply chain.
Executive Business Reviews:
Design and lead sophisticated, data‑driven Quarterly Business Reviews (QBRs) that focus on achieved ROI, joint operational metrics, and forward‑looking strategic planning.
Internal Advocacy & Alignment
Executive Coordination:
Act as the primary orchestrator between the customer’s leadership and Afresh’s executive team, coordinating our CEO, President, and Chief Revenue Officer to assist with complex stakeholder mapping and relationship building.
Product Strategy Alignment:
Partner closely with Afresh’s Product organization to ensure our development roadmap remains aligned with the critical, high‑impact needs of our largest customers.
Operational Excellence:
Collaborate with our Operations team to monitor system performance, identify opportunities for optimization, and ensure the customer realizes maximum value from their Afresh investment.
Mentorship & Coaching:
Act as a mentor and thought partner to the broader Account Management team, providing coaching, sharing best practices, and developing playbooks for complex enterprise engagement.
Commercial Execution
Commercial Leadership:
Lead highly complex, multi‑million dollar negotiations for multi‑year renewals and expansion contracts, including developing and navigating unique commercial structures and legal terms.
Full Sales Cycle Ownership:
Run the full sales cycle for new opportunities within the existing account footprint (upsell, expansion, cross‑sell), from identifying need to negotiation and closure.
Strategic Commercial Defense:
Proactively analyze the account’s total addressable spend and potential “build vs. buy” threats, developing creative and non‑standard commercial architectures to maximize long‑term revenue.
Marketing:
Develop internal and external communication plans to disseminate the value of Afresh’s partnership throughout the customer organization.
Partnership Evangelism:
Systematically transform executive sponsors into active, high‑impact evangelists. Drive joint marketing initiatives, including co‑authored case studies, executive video testimonials, and joint press releases.
Skills and Experience The following represent the skills and experience our ideal candidate possesses. We encourage candidates to apply, even if they do not fulfill all the listed criteria.
8+ years of progressive experience in enterprise sales or strategic account management within a technology company that serves legacy industries, with an emphasis on supply chain or retail/grocery related technology.
5+ years of dedicated experience managing a portfolio of the most strategic accounts, with a proven history of owning multi‑eight‑figure ARR accounts.
Demonstrated track record of achieving high retention (95 %+) and significant expansion within a strategic account base.
Proven ability to understand complex technology solutions and platforms, and to use value selling to address the needs of different economic decision makers.
Exceptional executive presence and success in engaging and influencing C‑suite leaders across various functions (Technology, Operations, Merchandising, Finance).
Proven ability to navigate organizational complexity and internal politics to drive cross‑functional alignment on behalf of the customer.
Experience in coaching or mentoring sales/account management professionals.
Proven ability to operate autonomously in a fast‑paced start‑up environment.
Excellent verbal and written communication, presentation, and relationship management skills.
Ability to travel up to 40 % to meet the needs of a strategic, geographically dispersed customer portfolio.
BA/BS required.
About Afresh Founded in 2017, Afresh is working on the #1 solution to curb climate change: reducing food waste. By combining human insight and transformative technology, we’re helping grocers provide fresher food to customers at more affordable prices.
Afresh sits at an incredible intersection of positive social impact, rocket‑ship financial growth, and cutting‑edge technology. Our best‑in‑class AI research has been published in top journals, including ICML, and we’ve raised over $148 million in funding from investors including former COO of Whole Foods Market, Walter Robb, and Eric Schmidt’s Innovation Endeavors.
Afresh provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, genetics, sexual orientation, gender identity/expression, marital status, pregnancy or related condition, or any other basis protected by law.
#J-18808-Ljbffr
As the
Senior Strategic Accounts Manager , you will serve as the
General Manager
for our company’s most critical assets: the partnerships with one of our largest customers. This is a senior individual contributor role that demands exceptional strategic acumen, political navigation, and financial ownership. You will be responsible for transforming these relationships from vendor‑customer to indispensable, long‑term partners, ensuring Afresh is central to their mission to revolutionize fresh food operations.
Key Responsibilities
Sole Owner of Revenue, Retention, and Expansion Targets:
Directly own the financial health and growth of a strategic account portfolio. Secure 100% retention on existing super‑enterprise accounts while driving year‑over‑year expansion through new sales opportunities.
C‑Suite Relationship Management:
Establish and maintain relationships with a multi‑threaded network of executive sponsors, up to the C‑suite level (e.g., CEO, COO, CIO), to ensure sustained advocacy and clear alignment on multi‑year strategic goals.
Customer Quarterback:
Serve as the single point of accountability for all external interactions, owning the comprehensive view of all customer‑facing initiatives and internal priorities.
Continuous Strategic Discovery:
Lead consistent and frequent executive‑level discovery sessions to maintain a deep, evolving understanding of the customer’s strategic business priorities, critical pain points, and target ideal state. Act as an internal translator, articulating Afresh’s solution suite in the customer’s own language and financial terms.
Trusted Advisor:
Serve as a thought leader in the retail/grocery technology space, advising clients on how to leverage Afresh’s AI to achieve massive business transformation, specifically in driving profitability and efficiencies across their fresh supply chain.
Executive Business Reviews:
Design and lead sophisticated, data‑driven Quarterly Business Reviews (QBRs) that focus on achieved ROI, joint operational metrics, and forward‑looking strategic planning.
Internal Advocacy & Alignment
Executive Coordination:
Act as the primary orchestrator between the customer’s leadership and Afresh’s executive team, coordinating our CEO, President, and Chief Revenue Officer to assist with complex stakeholder mapping and relationship building.
Product Strategy Alignment:
Partner closely with Afresh’s Product organization to ensure our development roadmap remains aligned with the critical, high‑impact needs of our largest customers.
Operational Excellence:
Collaborate with our Operations team to monitor system performance, identify opportunities for optimization, and ensure the customer realizes maximum value from their Afresh investment.
Mentorship & Coaching:
Act as a mentor and thought partner to the broader Account Management team, providing coaching, sharing best practices, and developing playbooks for complex enterprise engagement.
Commercial Execution
Commercial Leadership:
Lead highly complex, multi‑million dollar negotiations for multi‑year renewals and expansion contracts, including developing and navigating unique commercial structures and legal terms.
Full Sales Cycle Ownership:
Run the full sales cycle for new opportunities within the existing account footprint (upsell, expansion, cross‑sell), from identifying need to negotiation and closure.
Strategic Commercial Defense:
Proactively analyze the account’s total addressable spend and potential “build vs. buy” threats, developing creative and non‑standard commercial architectures to maximize long‑term revenue.
Marketing:
Develop internal and external communication plans to disseminate the value of Afresh’s partnership throughout the customer organization.
Partnership Evangelism:
Systematically transform executive sponsors into active, high‑impact evangelists. Drive joint marketing initiatives, including co‑authored case studies, executive video testimonials, and joint press releases.
Skills and Experience The following represent the skills and experience our ideal candidate possesses. We encourage candidates to apply, even if they do not fulfill all the listed criteria.
8+ years of progressive experience in enterprise sales or strategic account management within a technology company that serves legacy industries, with an emphasis on supply chain or retail/grocery related technology.
5+ years of dedicated experience managing a portfolio of the most strategic accounts, with a proven history of owning multi‑eight‑figure ARR accounts.
Demonstrated track record of achieving high retention (95 %+) and significant expansion within a strategic account base.
Proven ability to understand complex technology solutions and platforms, and to use value selling to address the needs of different economic decision makers.
Exceptional executive presence and success in engaging and influencing C‑suite leaders across various functions (Technology, Operations, Merchandising, Finance).
Proven ability to navigate organizational complexity and internal politics to drive cross‑functional alignment on behalf of the customer.
Experience in coaching or mentoring sales/account management professionals.
Proven ability to operate autonomously in a fast‑paced start‑up environment.
Excellent verbal and written communication, presentation, and relationship management skills.
Ability to travel up to 40 % to meet the needs of a strategic, geographically dispersed customer portfolio.
BA/BS required.
About Afresh Founded in 2017, Afresh is working on the #1 solution to curb climate change: reducing food waste. By combining human insight and transformative technology, we’re helping grocers provide fresher food to customers at more affordable prices.
Afresh sits at an incredible intersection of positive social impact, rocket‑ship financial growth, and cutting‑edge technology. Our best‑in‑class AI research has been published in top journals, including ICML, and we’ve raised over $148 million in funding from investors including former COO of Whole Foods Market, Walter Robb, and Eric Schmidt’s Innovation Endeavors.
Afresh provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, genetics, sexual orientation, gender identity/expression, marital status, pregnancy or related condition, or any other basis protected by law.
#J-18808-Ljbffr