Senior Strategic Account Manager

Afresh is on a mission to eliminate food waste and make fresh food accessible to all. Our first AI-powered solution optimizes ordering, forecasting, and store operations for fresh food departments in brick-and-mortar grocers. With our Fresh Operating System, regional and national grocery retailers have placed $1.6 billion in produce orders across the US and we've helped our partners prevent 34 million pounds of food from going to waste.

Working at Afresh represents a one‑of‑a‑kind opportunity to have massive social impact at scale by leveraging uncommonly impactful software – we hope you'll join us!

As the Senior Strategic Accounts Manager
, you will serve as the General Manager for our company’s most critical assets: the partnerships with one of our largest customers. This is a senior individual contributor role that demands exceptional strategic acumen, political navigation, and financial ownership. You will be responsible for transforming these relationships from vendor‑customer to indispensable, long‑term partners, ensuring Afresh is central to their mission to revolutionize fresh food operations.

• Sole Owner of Revenue, Retention, and Expansion Targets: Directly own the financial health and growth of a strategic account portfolio. Secure 100% retention on existing super‑enterprise accounts while driving year‑over‑year expansion through new sales opportunities.
• C‑Suite Relationship Management: Establish and maintain relationships with a multi‑threaded network of executive sponsors, up to the C‑suite level (e.g., CEO, COO, CIO), to ensure sustained advocacy and clear alignment on multi‑year strategic goals.
• Customer Quarterback: Serve as the single point of accountability for all external interactions, owning the comprehensive view of all customer‑facing initiatives and internal priorities.
• Continuous Strategic Discovery: Lead consistent and frequent executive‑level discovery sessions to maintain a deep, evolving understanding of the customer’s strategic business priorities, critical pain points, and target ideal state. Act as an internal translator, articulating Afresh’s solution suite in the customer’s own language and financial terms.
• Trusted Advisor: Serve as a thought leader in the retail/grocery technology space, advising clients on how to leverage Afresh’s AI to achieve massive business transformation, specifically in driving profitability and efficiencies across their fresh supply chain.
• Executive Business Reviews: Design and lead sophisticated, data‑driven Quarterly Business Reviews (QBRs) that focus on achieved ROI, joint operational metrics, and forward‑looking strategic planning.

• Executive Coordination: Act as the primary orchestrator between the customer’s leadership and Afresh’s executive team, coordinating our CEO, President, and Chief Revenue Officer to assist with complex stakeholder mapping and relationship building.
• Product Strategy Alignment: Partner closely with Afresh’s Product organization to ensure our development roadmap remains aligned with the critical, high‑impact needs of our largest customers.
• Operational Excellence: Collaborate with our Operations team to monitor system performance, identify opportunities for optimization, and ensure the customer realizes maximum value from their Afresh investment.
• Mentorship &
  
  Coaching:
  
  Act as a mentor and thought partner to the broader Account Management team, providing coaching, sharing best practices, and developing playbooks for complex enterprise engagement.

• Commercial Leadership: Lead highly complex, multi‑million dollar negotiations for multi‑year renewals and expansion contracts, including developing and navigating unique commercial structures and legal terms.
• Full Sales Cycle Ownership: Run the full sales cycle for new opportunities within the existing account footprint (upsell, expansion, cross‑sell), from identifying need to negotiation and closure.
• Strategic Commercial Defense: Proactively analyze the account’s total addressable spend and potential “build vs. buy” threats, developing creative and non‑standard commercial architectures to maximize long‑term…