Enterprise Account Growth - California

Bay Area PreferredAbout the RoleWe’re Dispatch Goods, building a circular packaging system to replace single-use waste with durable, reusable magic. Our pilots are landing and early customers are hooked. We’re hiring an Account Growth Manager to own the journey after the initial launch, focusing on growing to full commercialization across California. We’re looking for someone who is:Obsessed with closing the loop (pilot to forever)Loves building in the physical worldA natural relationship builder and ruthlessly organizedA growth operator who has taken accounts from first PO to full ACVConsultative and resilient — built for a marathon with sprintsWe can teach you the food service industry and circular economy. We cannot teach hunger, follow-through, or the instinct to turn a happy customer into a bigger one.What You’ll Actually Do:Account Expansion:Own the full post-pilot journey for a portfolio of California accounts — turning one location, one program, or one line of business into manyBuild and execute account plans that drive each customer toward full ACV (new products, new sites, full contracting, new program types)Forecast and deliver against quarterly expansion and revenue targetsMap every account: champions, blockers, decision-makers, economic buyers, ops leads — and keep the map currentNegotiate contracts, price increases, and larger MSAs without torching the relationshipSpot, size, and close upsell/cross-sell opportunities (new SKUs, new formats, new geographies)Customer Success & Retention:Serve as trusted operator and strategic advisor post-pilotPartner with customer ops, culinary, sustainability, and procurement teamsRun quarterly business reviews that prove ROI and unlock growthBe the voice of the customer internally and turn happy customers into case studies and referralsMarket Insights and Collaboration:Stay close to trends in food service, sustainability, and reuse policy across CaliforniaPartner with BD to identify expansion targets and collaborate with internal teams for a seamless customer experienceExperience & Requirements:Top 10% performer in current/past account management, AE, or CSM roles3-10 years in B2B account management with a track record of growing accounts from pilot to full ACVComfortable owning a number (quota, NRR, expansion ARR) and navigating multi-stakeholder, multi-location accountsOperational fluency with food service ops and strong negotiation, relationship, and executive-presence skillsPreferred Skills:Bachelor’s degreeExperience at an early-stage or Series A-C startup, ideally VC/PE-backedExperience in food service, hospitality, CPG, or sustainability-adjacent categoriesExperience carrying both new business and expansion numbersWhat You’re Like:You’ve built something that required gritYou hate waste. SO MUCH.Problem solving is your jam and being around people fills your cupYou get weirdly satisfied when a pilot hits full rolloutWhat You’ll Learn:The carbon, water, and waste case for reuseOrganizational structures at food service operationsWhat it takes to scale from one pilot to a national programHow to grow, defend, and compound ACV inside complex enterprise accountsWhat We Offer:A mission-driven team reducing single-use waste at scaleReal ownership, visibility, and impact with growth paths into senior leadershipCompetitive salary + variable comp tied to expansion + benefitsThe chance to build something that actually mattersOTE: $160-220k, dependent on experience