Market Manager

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.

As a Market Manager, your job is to get Picnic in front of the right people and turn those relationships into customers, referrals, and repeatable growth channels. Your efforts will make Picnic ubiquitous among office managers and workplace communities. You'll own the full cycle of promotion, outreach, relationship-building, and deal-closing, all the way to ongoing account health that turns customers into referral sources.

• Top-line growth. Revenue is the primary metric. You decide where growth comes from: new logos, expansion within existing accounts, participation rate, order frequency. You build the plan and hit the number.
• Market strategy. Which submarkets, offices, and verticals to prioritize, and in what sequence. Your city has thousands of target offices. The work is identifying which of them matter most as we scale.
• Local engagement. Referrals from existing accounts, building-level events, community programming, and channel partnerships.
• Deal structure and negotiation. You build the cost comparison against the client's incumbent provider, shape the commercial terms, and negotiate them.
• Market intelligence. You're the field input for the restaurant, product, and central GTM teams. Which cuisines are missing, which brands underperform, what clients ask for that we don't offer. You don't run supply, but your reading informs it.

• Charismatic Relationship Builder: Build rapport and trust with key decision-makers (office admins, HR and workplace leads, channel partners) to advance and close deals. Maintains consistent touchpoints throughout the sales cycle and converts satisfied customers into referral sources and warm intros to new business.
• Creatively Commercial: Spot non-obvious ways to generate demand: partnerships, events, referrals, community activations, local organizations, hotels, conferences, etc. Build tactics that make sense for the territory.
• Competitive and results-oriented: Remain ambitious, persistent, and energized by winning the market. Never confuse activity with outcomes. Don’t take no for an answer. When you decide that a target is a good fit or an important priority, you figure out how to break down the door even if it takes a creative or unorthodox approach.
• Structured Problem Solver: Convert information about potential customers in your territory into a clear and actionable plan that drives growth.
• Local-market obsessed: Develops a deep understanding of where targets congregate, who influences them, what events matter, and how information spreads through the local ecosystem.

• 2-5 years of relevant experience including 2+ years in growth, startup founder role, business development, partnerships, community lead, market expansion, etc.
• Demonstrated success in an people-facing, unstructured environment where you had to figure out BOTH what to do and how to do it
• Bachelor’s from a top university
• 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
• Comfortable in a fast-paced, high-accountability environment where priorities shift
• Social, outgoing, and genuinely energized by meeting new people
• Entrepreneurial: you take bold bets and move fast
• You love your city and want to build something that makes it better
• Thrive outside of the 9 to 5: eager to build…