Strategic Account Executive; Remote

Strategic Account Executive (Remote)

Boston, MA

EzCater is the #1 food tech platform for workplaces in the US. The company makes it easy for any organization to manage its food needs and order from over 125,000 restaurants nationwide. For workplaces, EzCater provides flexible and scalable solutions for everything from employee meal programs to one-off meetings, all backed by 24/7 service and business-grade reliability. For restaurant partners, EzCater helps grow their business by bringing them new high-value customers and large orders.

This is a full-cycle sales role with an expansion engine attached. You'll own a book of about 40 prioritized accounts spanning acquisition, retention, and expansion — which means on any given day you are prospecting into a cold division, running a discovery call with a new stakeholder, and pushing adoption inside an account you already won.

The defining skill here is prioritization plus pipeline generation. A book this size will not work itself. You will decide where the growth is, build a plan against it, and then go create the meetings yourself — through targeted outbound, referrals inside the account, and inbound leads you work fast and qualify hard.

Onboarding will teach you EzCater — our ICP, product, plays, and systems. It will not teach you how to prospect, run discovery, build an account plan, or manage a forecast. You should arrive with those skills intact. We will of course coach you 1:1 and in team settings to apply your skills to EzCater's sales motions and methods.

What You'll Do:

• Create your own pipeline
• Run a targeted, account-based outbound motion inside your book: cold calling, email sequencing, social selling, and referral paths from existing users into new teams, sites, and business units.
• Research before you reach out — spend behavior, site footprint, org structure, and the trigger that makes this the right moment.
• Use AI and sales intelligence tooling to research faster and personalize better.
• Work inbound leads with speed and real qualification, not just conversion.

• Run the full sales cycle
• Lead structured discovery that surfaces the business problem, quantifies what the status quo is costing, and maps the buying committee and decision process.
• Multi-thread beyond your champion into procurement, finance, office and workplace experience, and executive sponsors.
• Build a value case tied to the customer's priorities: consolidated spend, savings, policy compliance, admin time saved, and employee experience.
• Negotiate and close, including procurement, legal and security review, and vendor onboarding requirements.

• Grow and defend the book
• Build and execute account development plans aimed at net new orderers, new locations, product adoption, and retention of existing spend.
• Prioritize ruthlessly across your accounts — know which ten are your growth engine this quarter and why.
• Own the account relationship end to end, driving full adoption and utilization of EzCater's solutions, pulling in product specialists where they add leverage.
• Advise customers on best practices that accelerate spend adoption, and help them solve industry-specific procurement and workplace food challenges.

• Run a disciplined book
• Maintain CRM hygiene as a default: accurate stages, next steps, close plans, and contact roles, current at all times.
• Forecast accurately and defend it in pipeline inspection with evidence.
• Deliver accurate weekly reporting on pipeline, customer spend adoption, account status, and what you learned during deployment and account maintenance.

• Make the company smarter
• Relay market needs and requirements back to Product, Operations, and Supply teams.
• Represent EzCater at industry conferences, trade shows, and customer events.

What You Bring On Day One:

• 5+ years of full-cycle…