Growth Lead

About the Role

Picnic’s City Growth Lead bridges central partnership teams and the street reality of your city to own local growth. The role involves closing new accounts, expanding existing customers, and driving local marketing events to place Picnic on the map.

• Map and prioritize office opportunities across the 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 onboarding.
• Partner with SDRs on territory prioritization and outreach targeting based on on‑the‑ground knowledge.
• Run a consultative sales process: understand each company’s needs and demonstrate how Picnic fits.

• Visit existing Picnic locations to evaluate the on‑the‑ground experience and identify opportunities for growth.
• Drive expansion within accounts: additional offices, more dining slots, and higher employee participation.
• Share field observations with the National Accounts team and flag accounts with growth potential or churn risk.
• Turn satisfied customers and office admins into referral sources for new buildings and companies.
• Collaborate with the central restaurant team on cuisine selection for the market.
• Report local demand signals, including underrepresented cuisines and operational preferences.

• 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 for the central team.

• 2+ years in growth, sales, business development, partnerships, or account expansion.
• Bachelor’s degree from a top university.
• Proven ability to run a deal from first meeting through close.
• Experience building and maintaining professional relationships.
• Strong communication skills with executives, building managers, office admins, and community leaders.
• Highly organized: able to juggle a live pipeline, field visits, marketing activations, and outreach.
• Comfortable with data:
  Google Sheets, dashboards, and basic funnel metrics.
• Self‑starter who does not wait for direction.

• 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 energized by meeting new people.
• Motivated by growth outcomes and owning numbers.
• Entrepreneurial: takes bold bets and moves fast.
• Curious and opportunity‑oriented: sees angles others miss.
• Loves their city and wants to improve it.
• Comfortable with ambiguity and wearing many hats.
• Works outside the 9‑to‑5, building relationships where stakeholders are.
• Drives real impact as part of a fast‑growing startup that redefines work.
• Owns the city’s performance, seeing direct results daily.
• Finds purpose in a mission‑driven team focused on enhancing workplace experiences.

This role is based in our San Francisco office. All office‑based teams work onsite, five days a week.

Base salary: $105,000 – $125,000 per year.

Estimated incentive compensation: $31,000 – $37,500 annually based on performance.

Compensation will be determined individually and may vary with experience, skills, and qualifications. Additional equity awards and performance‑based bonuses may be available.

• Medical, dental, and vision insurance (multiple plans, incl. HSA options).
• Company‑paid life and disability insurance (short‑ and long‑term).
• Voluntary insurance: accident, critical illness, hospital indemnity.
• Optional supplemental life insurance for self, spouse, and children.
• 401(k).
• Health Savings Account (HSA).
• Flexible Spending Accounts (Healthcare, Dependent Care, Commuter).
• Discretionary vacation days.
• 8 paid holidays per year.

We are an equal opportunity employer and do not discriminate against any protected group as required by law.