Enterprise Account Manager

Afresh, the AI platform for grocery, began by tackling the most complex problem in the industry: fresh, and has evolved into the core AI platform for grocers.

By leveraging proprietary AI designed for high-volatility environments, we empower partners like Albertsons, Meijer, and Wakefern to drive smarter decisions across their entire enterprise.

Following record-breaking 70% revenue growth in 2025, we have scaled to 6 enterprise-grade solutions, with solutions live in over 10% of the U.S. grocery market. Our platform now orchestrates billions of decisions from the store floor to the distribution center and prevented over 200 million pounds of food waste last year alone.

If you're looking for a role where your work directly translates into massive scale and social good, and you want to be part of the team that defines how the world eats, there is no better time to join us.

What You'll Do:

Revenue & Expansion Ownership

• Sole Owner of Revenue, Retention, and Expansion Targets: Directly own the financial health and growth of a strategic account portfolio. Your mandate is to secure 100% retention on existing accounts while driving year-over-year expansion through the identification and development of new sales opportunities.

Strategic Partnership Mandate

• 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 the value of 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 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 focused 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 leadership team to assist with complex stakeholder mapping and relationship building.
• Product Strategy Alignment: Partner closely with Afresh’s Product organization to ensure the development roadmap remains aligned with the critical needs of the largest customers, influencing the future direction of the technology roadmap.
• Operational Excellence: Collaborate with the Operations team to monitor system performance, identify opportunities for optimization, and ensure the customer realizes maximum value from the Afresh investment.

Commercial Execution

• Commercial Leadership: Lead complex 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, from identifying need to negotiation and closure.
• Strategic Commercial Defense: Analyze the account's total addressable spend and potential build-versus-buy threats. Develop commercial architectures to maximize long-term revenue while neutralizing incentives for in-house alternatives.
• Marketing: Develop internal and external communication plans to disseminate the value of Afresh's partnership throughout the customer's organization.
• Partnership Evangelism: Transform executive sponsors into active industry referrals and drive joint marketing initiatives, including co-authored case studies, executive video testimonials, and joint press releases.

Who You Are:

The following represent the skills and experience our ideal candidate possesses. Candidates are encouraged to apply even if they do not fulfill all the listed criteria.

• 8+ years of experience in enterprise sales, consulting, or strategic account management within a technology company.
• Experience in supply chain or retail/grocery industries is a strong plus.
• 3+ years of experience generating new business within enterprise accounts.
• Demonstrated track record of achieving high retention and significant expansion within a strategic account base.
• Proven ability to understand complex technology solutions and platforms and use value selling to address the needs of different economic decision makers.
• Exceptional executive presence and success engaging and influencing C-suite leaders across Technology, Operations, Merchandising, and Finance.
• Proven ability to navigate organizational complexity and internal politics to drive cross-functional alignment.
• Proven ability to operate with autonomy in a fast-paced start-up environment.
• Excellent verbal and written communication, presentation, and relationship management skills.
• Ability to travel up to 50% to meet the needs of a strategic, geographically dispersed customer portfolio.
• BA/BS required.

This is a 100% remote position with travel up to 50% required.

This position is not eligible for company sponsorship.

Salary Compensation in USD: $160,000 base, $70,000 variable, 70/30 split, $230,000 OTE.

Why You’ll Love Working at Afresh

At Afresh, our mission to eliminate food waste starts with investing in our people. We provide a comprehensive support system designed to help employees do their best work while maintaining a healthy, balanced life.

• Comprehensive medical, dental, and vision coverage for employees and their families, with the majority of premiums covered by Afresh, plus mental health support and counseling services.
• Competitive base salary, meaningful equity for U.S. employees, and a 401(k) program with a generous company match.
• Home office stipend and coworking wallets for flexible workspace access.
• Annual professional development budget.
• Monthly wellness/lifestyle and telecommunications stipends.
• Flexible paid time off.

Full-time U.S. employees are eligible for these benefits.

About Afresh

Founded in 2017, Afresh is using AI to reduce food waste. By building AI for the intricacies of grocery, Afresh helps grocers minimize waste and maximize sales.

Afresh sits at the intersection of positive social impact, financial growth, and cutting-edge technology. Its AI research has been published in top journals, including ICML, and its investors include Al Gore’s Just Climate, former Whole Foods Market CEO Walter Robb, and Eric Schmidt's Innovation Endeavors.

Afresh is building a vibrant, diverse, and inclusive team that embodies values of proactivity, kindness, candor, and humility.

Afresh provides equal employment opportunities to all employees and applicants for employment without regard to protected characteristics.

Many Afresh employees work remotely provided they reside in one of the following states: AL, AR, CA, CO, FL, GA, IL, KY, MA, MI, MT, MO, NV, NJ, NY, NC, OR, PA, TX, WA, UT, VA, WI.