Northern California Account Growth Manager
Dispatch Goods, Hayward, CA, United States
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:
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
#J-18808-Ljbffr
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:
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
#J-18808-Ljbffr