Growth Lead

At Picnic, we’re reinventing the way employees experience lunch  partnering with top local restaurants and batching hundreds of orders, we make it easy for companies to offer high-quality, individually packed meals, without fees or tips. Our mission is to create a seamless, affordable, and joyful lunch experience that benefits both employees and employers.

Picnic has central teams that handle restaurant partnerships and account management  City Growth Lead exists to bridge those central teams and the street reality of your city — and to own growth. This is not a pure sales role, but growth is the job.

SDRs support initial prospecting outreach. Your job is to take warm leads and get them to yes.

• Map and prioritize office opportunities across your city, tracking building types, employee count, density, and decision maker access
• Own deals from first meeting through close and beyond: discovery, pitch, proposal, signature, and beyond to onboarding, ensuring a great first picnic lunch
• Work with SDRs on territory prioritization and help shape outreach targeting based on your on-the-ground knowledge of the market
• Run a consultative sales process: understand what each company needs and show them how Picnic fits

The National Accounts team owns day-to-day customer relationships, support tickets, and issue resolution. Your role is to drive growth on top of that foundation.

• Visit existing Picnic locations to understand the on-the-ground experience: what is working, what is not, and what would make employees order more
• Identify and drive expansion within existing accounts: additional offices, more dining slots, higher participation from employees who have not ordered yet
• Partner with the National Accounts team to share field observations and flag accounts with growth potential or churn risk
• Turn happy customers and office admins into referral sources for new buildings and companies
• Partner with the central restaurant team on cuisine selection for your market, taking into account that most Picnic locations are inside large office facilities or towers with specific logistical and operational constraints
• Bring back local demand signals from the field: which cuisines are underrepresented, what employees in your city actually want, and what works operationally given the building types you are seeing

• Plan and run grassroots marketing: flyering, pop-ups, office samplings, POC happy hours, and admin appreciation events
• Build a robust Picnic community across social, industry channels, and in-person activations
• Capture competitor moves, building trends, and employee behavior insights and bring them back to the central team

• 2 or more years in a growth, sales, business development, partnerships, or account expansion role
• Bachelor’s from a top university
• Proven ability to run a deal from first meeting through close — you are comfortable owning the full sales motion
• Demonstrable experience building and maintaining professional relationships
• Strong communicator, comfortable with executives, building managers, office admins, and community leaders alike
• Highly organized: able to juggle a live pipeline, field visits, marketing activations, and outreach at the same time
• Comfortable with data:
  Google Sheets, dashboards, and basic funnel metrics should not slow you down
• Self-starter who does not wait to be told what to do

• Experience at an early-stage startup
• Background in food, hospitality, real estate, or local community ecosystems
• Experience working alongside or managing SDRs
• Event planning or grassroots marketing experience
• Familiarity with CRM tools or operations platforms

• Very social, outgoing, and genuinely energized by meeting new people
• Motivated by growth outcomes: you like owning a number and hitting it
• Entrepreneurial: you take bold bets and move fast
• Naturally curious and opportunity-oriented: you see angles others miss
• You love your city and want to build something that makes it better
• Comfortable with ambiguity and wearing many hats
• Thrive outside of the 9 to 5: eager…