Northern California Enterprise Growth

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