About the Role
About the role:
Reporting to the CEO, this is a revenue-driving role responsible for breaking into and scaling partnerships with national contract foodservice operators across the US. You'll establish relationships that didn't previously exist, then build pipeline through them.
Your focus will be national contract foodservice operators including Compass Group USA (Chartwells, Levy), Sodexo, Aramark, and their procurement partners such as Foodbuy and Avendra. This is a ground-floor US expansion opportunity: you'll be building from scratch, not inheriting a book.
What you'll do:
Pipeline generation & partner sales:
Break into national foodservice operators and generate qualified pipeline through partner referrals, internal networks, and direct engagement
Develop and execute account strategies for large, decentralized organizations - mapping their structures and identifying the right entry points
Lead full sales cycles from first conversation through pilot, negotiation, and contract execution
Convert regional or single-site wins into multi-location or national programs
Relationship ownership:
Build and own relationships with stakeholders at national and regional levels across procurement, operations, sustainability, culinary, and finance
Maintain executive-level engagement that opens doors to new opportunities and expansion
Act as the primary commercial contact from initial outreach through program growth
Cross-functional collaboration:
Partner with Operations to validate that programs can be delivered at scale before committing
Work with Customer Success and Product to support pilots and onboarding
Collaborate with Marketing on industry-specific messaging and sales materials
Reporting & forecasting:
Build and manage a qualified pipeline aligned to US revenue targets
Accurately forecast deal stage and expected close
Maintain rigorous CRM documentation in HubSpot
What you bring:
5+ years of B2B sales experience in foodservice, hospitality, or a related industry
Firsthand experience with national contract operators — you know how Compass, Sodexo, or Aramark are structured and how to navigate them
A track record of breaking into large, complex organizations and converting relationships into revenue
Experience managing long, consultative sales cycles and closing multi-stakeholder deals
Comfort working with procurement teams on contract structure and negotiations
High ownership, persistence, and the ability to work independently in an early-stage environment
Ability to travel ~25% of the time
Hiring Range: $85,000 - $110,000 CAD + Bonus
Requirements
5+ years of B2B sales experience in foodservice, hospitality, or a related industry
Firsthand experience with national contract operators — you know how Compass, Sodexo, or Aramark are structured and how to navigate them
A track record of breaking into large, complex organizations and converting relationships into revenue
Experience managing long, consultative sales cycles and closing multi-stakeholder deals
Comfort working with procurement teams on contract structure and negotiations
High ownership, persistence, and the ability to work independently in an early-stage environment
Ability to travel ~25% of the time
About the Company
Friendlier is a trusted reuse partner for campuses, foodservice operators, and institutions across North America, delivering turnkey reusable packaging systems that simplify the shift away from single-use packaging. Our model combines durable packaging, digital tools that support engagement and environmental impact tracking, and reliable collection and sanitization services to keep containers in active circulation while reducing operational burden. Founded in Canada, Friendlier has grown from a local solution to a national presence across the country and recently into the United States, continuing to support organizations seeking practical, scalable ways to reduce single-use waste through systems that integrate seamlessly into everyday operations.