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About the Role

Picnic is reinventing the employee lunch experience by partnering with local restaurants to offer high-quality, individually packed meals. The City Growth Lead will bridge central teams and city-level operations, owning growth by closing new accounts, prospecting, driving expansion in existing accounts, and increasing order volume through local marketing and relationship building. This role also provides crucial field intelligence to inform central team decisions.

Responsibilities

Close new accounts from warm leads with SDR support.
Prospect leads when SDR support is limited.
Drive expansion within existing customer accounts.
Visit locations to increase order volume.
Run local marketing events to increase brand visibility.
Map and prioritize office opportunities, tracking building types, employee count, density, and decision maker access.
Own deals from first meeting through close and onboarding.
Partner with SDRs on territory prioritization and outreach targeting.
Run a consultative sales process to understand and meet company needs.
Visit existing Picnic locations to assess the on-the-ground experience and identify areas for improvement.
Identify and drive expansion within existing accounts, including additional offices and increased employee participation.
Share field observations with the National Accounts team and flag accounts with growth potential or churn risk.
Turn happy customers and office admins into referral sources.
Partner with the central restaurant team on cuisine selection based on market demand and logistical constraints.
Gather local demand signals for cuisines and operational feasibility.
Plan and execute grassroots marketing initiatives such as flyering, pop-ups, office samplings, and events.
Build a local Picnic community through social media, industry channels, and in-person activations.
Capture and report competitor moves, building trends, and employee behavior insights to the central team.

Requirements

2 or more years in a growth, sales, business development, partnerships, or account expansion role.
Bachelor's degree from a top university.
Proven ability to manage a deal from first meeting through close.
Demonstrable experience building and maintaining professional relationships.
Strong communication skills, comfortable interacting with executives, building managers, office admins, and community leaders.
Highly organized with the ability to manage a pipeline, field visits, marketing activations, and outreach simultaneously.
Comfortable with data analysis using tools like Google Sheets and basic funnel metrics.
Self-starter mentality.
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).
Very social, outgoing, and energized by meeting new people.
Motivated by growth outcomes and hitting targets.
Entrepreneurial mindset with a willingness to take bold bets and move fast.
Naturally curious and opportunity-oriented.
Passion for the city and desire to build something that improves it.
Comfortable with ambiguity and wearing multiple hats.
Eager to build relationships with external stakeholders in their environments.

Skills

Sales
Business Development
Partnerships
Account Expansion
Relationship Building
Communication
Organization
Data Analysis
Google Sheets
CRM
Event Planning
Grassroots Marketing

Location

Austin

Work Type

Onsite
Full-time

Experience Level

2+ years

Education Level

Bachelor's degree

Salary/Compensations

$87,000 - $102,000
$26,000 - $30,000 (Incentive Compensation)

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).
Discretionary vacation days.
8 paid holidays per year.
Paid sick time.
Paid Bereavement leave.
Paid Parental Leave.
Equity awards.
Annual performance-based bonus.

About the Company

Picnic is reinventing the way employees experience lunch at work.
Partnering with top local restaurants and batching hundreds of orders.
Making it easy for companies to offer high-quality, individually packed meals, without fees or tips.
Mission is to create a seamless, affordable, and joyful lunch experience that benefits both employees and employers.
Fast-growing startup redefining how work gets done.
Mission-driven team focused on making the workplace experience better for thousands of people.