Northern California Account Growth Manager

Bay Area Preferred

About the Role

We’re Dispatch Goods, building a circular packaging system to replace single-use waste with durable, reusable magic. Our pilots are landing and early customers are hooked. We’re hiring an Account Growth Manager to own the journey from pilot to full commercialization across California. We’re looking for someone who is:

• Obsessed with closing the loop (pilot to forever)
• Loves building in the physical world
• A natural relationship builder and ruthlessly organized
• A growth operator who has taken accounts from first PO to full ACV
• Consultative and resilient — built for a marathon with sprints

We can teach you the food service industry and circular economy. We cannot teach hunger, follow-through, or the instinct to turn a happy customer into a bigger one.

What You’ll Actually Do:

Account Expansion:

• Own the full post-pilot journey for a portfolio of California accounts — turning one location, one program, or one line of business into many
• Build and execute account plans that drive each customer toward full ACV (new products, new sites, full contracting, new program types)
• Forecast and deliver against quarterly expansion and revenue targets
• Map every account: champions, blockers, decision-makers, economic buyers, ops leads — and keep the map current
• Negotiate contracts, price increases, and larger MSAs without torching the relationship
• Spot, size, and close upsell/cross-sell opportunities (new SKUs, new formats, new geographies)

Customer Success & Retention:

• Serve as trusted operator and strategic advisor post-pilot
• Partner with customer ops, culinary, sustainability, and procurement teams
• Run quarterly business reviews that prove ROI and unlock growth
• Be the voice of the customer internally and turn happy customers into case studies and referrals

Market Insights and Collaboration:

• Stay close to trends in food service, sustainability, and reuse policy across California
• Partner with BD to identify expansion targets and collaborate with internal teams for a seamless customer experience

Experience & Requirements:

• Top 10% performer in current/past account management, AE, or CSM roles
• 3-10 years in B2B account management with a track record of growing accounts from pilot to full ACV
• Comfortable owning a number (quota, NRR, expansion ARR) and navigating multi-stakeholder, multi-location accounts
• Operational fluency with food service ops and strong negotiation, relationship, and executive-presence skills

Preferred Skills:

• Bachelor’s degree
• Experience at an early-stage or Series A-C startup, ideally VC/PE-backed
• Experience in food service, hospitality, CPG, or sustainability-adjacent categories
• Experience carrying both new business and expansion numbers

What You’re Like:

• You’ve built something that required grit
• You hate waste. SO MUCH.
• Problem solving is your jam and being around people fills your cup
• You get weirdly satisfied when a pilot hits full rollout

What You’ll Learn:

• The carbon, water, and waste case for reuse
• Organizational structures at food service operations
• What it takes to scale from one pilot to a national program
• How to grow, defend, and compound ACV inside complex enterprise accounts

What We Offer:

• A mission-driven team reducing single-use waste at scale
• Real ownership, visibility, and impact with growth paths into senior leadership
• Competitive salary variable comp tied to expansion benefits
• The chance to build something that actually matters

OTE: $160-220k, dependent on experience