Company description

Replate is a tech-enabled nonprofit that aims to reduce food waste and food insecurity. Our food rescue platform offers tools for businesses with surplus food to donate meals to nonprofits serving communities who are experiencing food insecurity. Our mission is to reduce food waste and mitigate climate change across the globe At Replate, we proudly offer food rescue services across the United States. Join us in transforming surplus into support and making a tangible difference in our world.

Job description

About the Role
Replate is seeking a resourceful, entrepreneurial Business Development Manager accountable for booking quality new annual recurring revenue (ARR).

Quality new ARR means new multi-location accounts with the potential for more than $25,000 in annual recurring revenue, in Replate's priority segments, priced within established guidelines, and confirmed deliverable by operations before commitments are made.

This is a hands-on role focused on four priorities, in order: generating sales-sourced pipeline through outbound outreach to a defined top-targets list; qualifying inbound leads; managing opportunities from first meeting to signed agreement; and handing new accounts off cleanly to operations and customer success.

You'll work closely with Replate's Founder & CEO, COO, and operations and customer success teams. The immediate priority is to build and work a pipeline of qualified new business. You'll need to operate independently, at times with limited day-to-day support from leadership.

We're looking for a builder and a doer. There is no established sales playbook yet, so you'll set up the workflows you need to succeed and refine them with leadership as you learn what works.

Key Responsibilities
1. Generate sales-sourced pipeline

Build and maintain a leadership-aligned top-targets list of multi-location organizations with the potential for more than $25,000 in annual ARR.
Run consistent outbound outreach to target accounts, including strategic introductions through Replate's board, partners, and network.
Make high-volume outbound calls, emails, and LinkedIn outreach part of every week, and track activity against agreed goals.
Build relationships with decision-makers at target accounts across food service, hospitality, healthcare, campuses, venues, and other priority segments.
Use selected industry events and conferences as outbound tactics tied to the target list.

2. Qualify inbound leads

Serve as the primary point of contact for inbound commercial inquiries.
Respond quickly, qualify leads against Replate's criteria, and route accounts below the $25,000 ARR threshold to the appropriate team.

3. Manage opportunities from first meeting to close

Lead discovery meetings, prepare proposals, negotiate commercial terms within established guidelines, and move qualified prospects to signed agreements.
Navigate complex buying processes involving sustainability, operations, procurement, and financial stakeholders.
Communicate the business value of food recovery, including operational efficiency, regulatory compliance, waste cost reduction, impact measurement, and sustainability outcomes.
Position Replate's technology and managed recovery services around each customer's operational and business needs.
Present appropriate subscription and service-level packages within established pricing guidelines.
Maintain consistent follow-up with active prospects throughout the sales cycle.
Keep sales records, pipeline stages, next steps, and revenue forecasts accurate and current.

4. Coordinate execution and customer handoffs

Partner with the COO and operations team to evaluate service feasibility, delivery requirements, and pricing considerations before commitments are made.
Ensure smooth handoffs from signed agreements to implementation and customer success.
Escalate complex commercial, financial, or operational decisions to the designated leadership team.
Maintain consistent communication across commercial, customer success, and operations functions.

5. Build the workflows you need to succeed

Set up essential sales workflows where none exist yet, including outreach cadences, proposal templates, and follow-up processes.
Identify ways to use CRM systems, automation, and AI tools to reduce administrative work and improve responsiveness.
Refine these workflows with leadership based on what converts, building toward a repeatable sales playbook.

Required qualifications

4+ years of experience in B2B new business development or enterprise sales.
A track record of meeting or exceeding new-business quotas, including deals sourced through your own outbound efforts.
Experience independently managing commercial opportunities from discovery through contracting.
Strong relationship-building, consultative selling, and negotiation skills.
Ability to engage multiple stakeholders and understand complex organizational buying processes.
Experience with CRM systems, pipeline management, and sales reporting.
Excellent communication, organization, judgment, and follow-through.
Comfort operating in an entrepreneurial organization with limited resources, evolving priorities, and a high degree of autonomy, including periods with limited day-to-day support.
Ability to collaborate with operational teams and translate customer requirements into practical service solutions.

Preferred qualifications

Existing relationships with enterprise operators, food service management companies, or relevant industry networks.
Background in food service, hospitality, food systems, waste management, or related B2B services.
Experience selling solutions that combine technology with operational services.
Familiarity with multi-site enterprise contracts, procurement processes, or subscription and service-based pricing.
Experience working in a mission-driven startup, nonprofit, or early-stage growth organization.
Direct food recovery experience is helpful but not required. We value demonstrated commercial execution, learning agility, and the ability to build trusted relationships.

SEE LEVER LINK FOR MORE DETAILS ON ROLE

Quarterly targets follow a ramp and are set in the Sales Incentive Plan.

$90,000 - $125,000 a year

Starting annual salary of $90,000 with potential for performance-based salary increases up to $125,000. Performance is reviewed quarterly. Competitive benefits included.

US-based, with remote work supported. Candidates near the San Francisco Bay Area are preferred for periodic in-person time with the team.

Compensation

this position is: salaried, $75,000 - $100,000

Location

job can be done remotely

Application instructions

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Deadline

December 18, 2026