Enterprise Account Executive

About FoodByUs

FoodByUs is recognized as Australia's top B2B order management platform tailored for the foodservice sector. It facilitates connections among manufacturers, distributors, and operators, simplifying order management across various categories for venues.

By integrating ordering, supplier communication, invoice handling, price monitoring, menu costing, and reporting into one cohesive system, FoodByUs brings transparency, efficiency, and control. This integration assists hospitality and foodservice organizations in reducing administrative overhead, controlling expenses, and making informed business decisions.

Backed by venture capital, FoodByUs is a growing scale-up with a proven platform and a solid client base, aiming to expand its influence across complex, multi-site organizations.

Role Overview

This newly created position is crucial to FoodByUs' growth trajectory. Engagements from Australia's major foodservice companies have uncovered a significant, largely untapped opportunity in the enterprise market. The Enterprise Account Executive will transform this potential into strategic, multi-location clientele nationwide.

The role involves managing a focused portfolio of high-value accounts and steering the entire sales process—from demand creation, initiating executive-level discussions, discovery, business case development, solution design, commercial negotiation, to closing deals.

It is a consultative sales position requiring bridging the priorities of C-suite executives with transformational projects led by senior leaders in procurement, finance, operations, foodservice, and technology. The executive will develop compelling business cases demonstrating how FoodByUs enhances visibility, control, compliance, and cost performance within complex organizations.

Key Responsibilities

• Design and implement strategic plans for designated high-value organizations across sectors such as multi-site hospitality, healthcare, hotels and leisure, catering, and clubs.
• Generate enterprise opportunities via disciplined outbound efforts, leveraging industry networks, referrals, events, partnerships, and coordinated marketing strategies.
• Conduct in-depth discovery to understand customers' procurement models, supplier landscapes, approval processes, financial methods, technological setups, and operational challenges.
• Build trusted relationships with C-suite and senior stakeholders while engaging multiple teams across procurement, finance, operations, technology, and site users.
• Translate the platform's features and data into compelling ROI cases demonstrating savings in time, enhanced spend visibility, price management, compliance, standardization, supplier oversight, and user adoption.
• Manage the full customer lifecycle from account identification and lead generation through tailored presentations, workshops, proposals, pilots, and closing negotiations, continuing through onboarding and account growth.
• Coordinate relationships within target accounts, maintaining detailed account plans and ensuring clear communication about decisions, risks, owners, and timelines between FoodByUs and clients.
• Maintain precise account data including forecasts and opportunities using methodologies like MEDDPICC, Challenger Sale, and Command of the Message.
• Support the implementation phase by ensuring smooth handovers, ongoing executive sponsorship, and initial adoption to preserve value promised during sales.
• Collect and communicate structured customer feedback to influence pricing, product development, integration, positioning, and market strategies.

Success Metrics

• Establishing and maintaining a healthy, qualified sales pipeline within the enterprise target segment.
• Consistently achieving ramp-up and full-year new business goals.
• Delivering multi-site customers who successfully activate and realize measurable value.
• Developing strong executive relationships and effectively navigating complex, multi-stakeholder decisions.
• Providing accurate sales forecasting, disciplined qualification, and robust deal strategies.
• Enhancing repeatable enterprise sales processes and feedback mechanisms for the company.

Candidate Profile

• 5 to 8 years of experience in B2B sales, with proven success in enterprise sales particularly in SaaS, technology, procurement, payments, data, or similarly complex solutions.
• Demonstrated track record of meeting or exceeding sales targets and closing high-value, multi-year agreements with large or multi-site organizations.
• Experience managing extended sales cycles involving multiple stakeholders and influencing executives across procurement, finance, operations, and technology divisions.
• Prior success in challenger environments, start-ups or scale-ups, capable of generating pipeline independently without relying heavily on brand or established sales resources.
• Strong abilities in discovery, business case construction, presentation, negotiation, and commercial acumen.
• Competence in using data to quantify client challenges and develop ROI-based business cases to support decisions.
• Proficient habits in CRM, account planning, opportunity qualification, and sales forecasting.
• Resilience, resourcefulness, and stamina to build markets amid evolving sales propositions and playbooks.
• Familiarity or networks within hospitality, foodservice, healthcare, procurement, or supply chain sectors is advantageous but not mandatory.

Work Style and Values

• Authentic: Builds trust through honest communication and actions.
• Collaborative: Engages right stakeholders and shares knowledge generously.
• Tinkerer: Continuously tests, learns, and improves messaging, processes, and sales strategies.
• Empathetic: Understands challenges faced by chefs, operators, finance teams, suppliers, and clients.
• Data-driven: Uses evidence to prioritize accounts, qualify opportunities, validate value, and forecast precisely.

Benefits

• Opportunity to contribute to a venture capital-backed Australian scale-up with a stable, proven business and loyal customer base.
• Address real operational and commercial challenges within a significant industry sector.
• Join a cooperative and inquisitive team emphasizing autonomy, initiative, and action-oriented work.
• Chance to help define and grow FoodByUs's enterprise sales strategy with executive-level exposure.
• Employee participation in share options to share the company's success journey.
• Additional perks including birthday leave, mental health leave, and a pet-friendly office environment.