Market Manager
About the role
At Picnic, we’re reinventing the way employees experience lunch at work. By partnering with top local restaurants and batching hundreds of orders, we make it easy for companies to offer high-quality, individually packed meals, without fees or tips. Our mission is to create a seamless, affordable, and joyful lunch experience that benefits both employees and employers.
Responsibilities
- Support initial prospecting outreach with SDRs; take warm leads and get them to yes.
- Map and prioritize office opportunities across your 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 to ensure a great first picnic lunch.
- Work with SDRs on territory prioritization and help shape outreach targeting based on on‑the‑ground market knowledge.
- Run a consultative sales process: understand each company’s needs and show how Picnic fits.
- Partner with the National Accounts team to drive growth on existing accounts: visit locations, identify expansion opportunities (additional offices, more dining slots, higher participation), share field observations, flag growth‑potential or churn‑risk accounts.
- Turn happy customers and office admins into referral sources for new buildings and companies.
- Partner with the central restaurant team on cuisine selection for your market, considering logistical and operational constraints of large office facilities.
- Bring back local demand signals: which cuisines are underrepresented, what employees actually want, and what works operationally given the building types you see.
- Plan and run grassroots marketing: flyering, pop‑ups, office samplings, POC happy hours, 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 and bring them back to the central team.
Requirements
- 2 or more years in a growth, sales, business development, partnerships, or account expansion role.
- Bachelor’s from a top university.
- Proven ability to run a deal from first meeting through close — comfortable owning the full sales motion.
- Demonstrable experience building and maintaining professional relationships.
- Strong communicator, comfortable with executives, building managers, office admins, and community leaders.
- Highly organized: able to juggle a live pipeline, field visits, marketing activations, and outreach simultaneously.
- Comfortable with data: Google Sheets, dashboards, and basic funnel metrics should not slow you down.
- Self‑starter who does not wait to be told what to do.
Qualifications
- Experience at an early‑stage startup (nice to have).
- Background in food, hospitality, real estate, or local community ecosystems (nice to have).
- Experience working alongside or managing SDRs (nice to have).
- Event planning or grassroots marketing experience (nice to have).
- Familiarity with CRM tools or operations platforms (nice to have).
Benefits
- 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.
- Pet insurance discount.
- 401(k).
- Health Savings Account (HSA).
- Flexible Spending Accounts (Healthcare, Dependent Care, Commuter).
- Time off policies: discretionary vacation days, 8 paid holidays per year, paid sick time, paid bereavement leave, paid parental leave.
Pay
The base salary range for this role is $106,000 – $136,000 per year. Additional incentive compensation: individuals can earn an estimated annual incentive compensation range of $31,000 – $42,000 when meeting performance expectations. Actual incentive compensation varies based on individual sales performance and targets. Actual compensation will be determined on an individual basis and may vary depending on experience, skills, and qualifications. Base salary is just one part of your total rewards package; you may also be eligible for equity awards and an annual performance‑based bonus.
Schedule
This role is based in the San Francisco office and requires onsite work five days