About Replate
Replate is a nonprofit technology and food recovery organization building the infrastructure to help businesses prevent food waste, recover surplus food, and deliver measurable economic, environmental, and community value.
We work with enterprises, food service providers, corporate campuses, healthcare systems, hospitality groups, venues, and other institutions to transform food recovery from a fragmented activity into a reliable, measurable, and scalable business solution.
Our model combines technology, professional service coordination, partnerships with local food recovery organizations, and actionable data to help businesses operate more efficiently while getting surplus food to communities.
As we enter our next stage of growth, we're strengthening our commercial capabilities and building a repeatable approach to enterprise partnerships.
About the Role
Replate is seeking a resourceful, entrepreneurial Business Development Manager accountable for booking quality new annual recurring revenue (ARR) in line with Replate's business objectives.
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 over time.
What We're Looking For
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.
What Success Looks Like
First 30 days
- Develop a strong understanding of Replate's offerings, customers, pricing, operations, and active commercial pipeline.
- Establish relationships with internal teams and priority prospects.
- Agree on a top-targets list with leadership and begin outbound outreach.
- Begin independently qualifying and responding to new inbound opportunities.
By 60 days
- Take primary responsibility for managing qualified opportunities through the sales process.
- Advance existing prospects and proposals toward close.
- Build qualified pipeline sufficient to support the second-quarter target.
- Establish reliable pipeline reporting, follow-up procedures, and escalation protocols.
By 90 days and beyond
- Independently manage the agreed commercial workflow, with leadership support for strategic or complex deals.
- Book new ARR against quarterly targets once the ramp period ends.
- Contribute to a more repeatable sales process that reduces dependence on founder involvement.
How Performance Will Be Evaluated
Success is measured first by new ARR booked against target, supported by leading indicators:
- New ARR booked from quality accounts against quarterly targets.
- Qualified opportunities advanced and converted into signed agreements.
- Outbound activity and sales-sourced pipeline generated from the target list.
- Timely response and follow-up with inbound prospects.
- Pipeline accuracy, conversion rates, and sales-cycle progression.
- Effective coordination and handoff to operations and customer success.
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.
