Enterprise Account Manager

Afresh, the AI platform for grocery, began by tackling the most complex problem in the industry: fresh, and has evolved into the core AI platform for grocers. By leveraging proprietary AI designed for high-volatility environments, we empower partners like Albertsons, Meijer, and Wakefern to drive smarter decisions across their entire enterprise. Following record-breaking 70% revenue growth in 2025, we have scaled to 6 enterprise-grade solutions, with solutions live in over 10% of the U.S. grocery market. Our platform now orchestrates billions of decisions from the store floor to the distribution center and prevented over 200 million pounds of food waste last year alone. If you're looking for a role where your work directly translates into massive scale and social good, and you want to be part of the team that defines how the world eats, there is no better time to join us. What You'll Do: Revenue & Expansion Ownership Sole Owner of Revenue, Retention, and Expansion Targets: Directly own the financial health and growth of a strategic account portfolio. Your mandate is to secure 100% retention on existing accounts while driving year-over-year expansion through the identification and development of new sales opportunities. Strategic Partnership Mandate 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. You will act as an internal translator, articulating the value of Afresh's solution suite in the customer’s own language and financial terms to ensure solutions are perfectly mapped and advocacy is organic. 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, not just product updates. Internal Advocacy & Alignment Executive Coordination: Act as the primary orchestrator between the customer's leadership and Afresh’s leadership team 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, influencing the future direction of our technology roadmap. Operational Excellence: Collaborate with our Operations team to monitor system performance, identify opportunities for optimization, and ensure the customer realizes the maximum value and benefit from their Afresh investment. Help the team prioritize the efforts most aligned to the customer’s strategic needs. Commercial Execution Commercial Leadership: Lead highly complex 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. Leverage our Product, Marketing, and Sales Engineering organizations as needed to ensure a seamless sales cycle. Strategic Commercial Defense: Proactively analyze the account's tota…