Business Development Manager

About the role

Leanpath is an impact-driven SaaS/tech organization revolutionizing the food industry by helping multinational foodservice and hospitality organizations reduce food waste and operate more sustainably. Our solutions drive measurable environmental, financial, and operational impact at scale. We partner with some of the biggest brands in foodservice, including Google, Sodexo, Aramark, and Compass.

As the Business Development Manager for North America, you will win new enterprise clients and grow Leanpath's revenue in the region. You will work closely with the Vice President of Global Sales, who will provide hands-on coaching, deal support, and alignment on territory and account priorities. Your focus will be on building relationships with decision-makers in the foodservice and hospitality industries and showing how our food waste prevention technology delivers cost savings and environmental benefits.

This position focuses on full-cycle selling, including prospecting, discovery, business case development, building a buying coalition, and closing multi-site deployments.

The ideal candidate has a track record of selling B2B or enterprise solutions (ideally in sustainability or foodtech), is comfortable with a complex, multi-stakeholder sales cycle, and brings a consultative, entrepreneurial approach. Experience in foodservice is a strong plus.

Key responsibilities

Territory and pipeline development

• Execute the North America territory plan developed with the VP of Global Sales, focusing on priority industries and target accounts.
• Build and maintain a healthy pipeline through outbound prospecting, networking, events, and partner referrals.
• Share market and competitive insights from the field to help shape Leanpath's go-to-market approach.

Sales and client acquisition

• Manage the full sales cycle, from prospecting and discovery through proposal, negotiation, and close, using MEDDPICC to qualify and advance opportunities.
• Understand the needs and pain points across multiple buyer personas and position our solutions as tailored, value-driven offerings that earn consensus.
• Deliver product demonstrations and compelling proposals that show the benefits of our food waste prevention technology.
• Partner with the VP of Global Sales on deal strategy, pricing, and executive engagement for larger opportunities.

Relationship management

• Build strong relationships with foodservice, operations, culinary, and sustainability leaders, becoming a trusted advisor on food waste prevention.
• Collaborate with internal teams, including Client Partnerships, Product, and Marketing, to ensure smooth onboarding and successful implementation.

Performance and forecasting

• Own and deliver against an individual annual new-business ARR quota.
• Keep Salesforce up to date and provide accurate forecasts and pipeline updates to the VP of Global Sales.
• Participate in regular pipeline reviews and coaching sessions.

Brand ambassadorship

• Represent Leanpath at industry events, conferences, and trade shows to raise brand awareness and generate pipeline.

Qualifications and experience

• 5+ years of B2B business development or sales experience, including closing new business with multi-site or enterprise organizations.
• Experience selling to foodservice and hospitality organizations strongly preferred; an existing network in the industry is a plus.
• Comfort navigating complex sales cycles with multiple stakeholders and accelerating a business case for change.
• Experience using Salesforce as the operating system for your sales motion, driving your pipeline, forecast and communication with the broader organization.
• Familiarity with sales qualification methodologies such as MEDDPICC.
• Coachable and collaborative, with a desire to learn from and work closely with sales leadership.
• A strong interest in technology that delivers social and environmental benefits alongside economic value.
• Excellent communication, negotiation, and presentation skills.
• Ability to work independently, manage your own time, and prioritize effectively in a fast-paced environment.
• Willingness to travel as needed to meet with clients and attend industry events.

More about Leanpath and our team

At Leanpath, we're on a mission to make food waste prevention everyday practice in the world's kitchens. Our customers include leading foodservice and hospitality organizations, including Google, Aramark, Sodexo, and Marriott International. We provide customers with cutting-edge technology and services to help them cut their food waste in half and change kitchen culture to operate more sustainably.

Founded in 2004, we created the food waste measurement and technology industry. We've been recognized by our customers and the industry with awards including vendor and support team of the year awards.

Our team is connected through our core values, which are woven into our culture: drive and productivity, excellence, equity, humility, kindness and inclusion, and teamwork. We believe that diversity of team members and diversity of experiences makes us stronger. We support one another in becoming our best selves and bringing our whole selves to work. We actively seek out the best talent, regardless of race, ethnicity, color, religious background, gender or gender identity, or sexual orientation.

Leanpath also offers:

• A mission-based global sustainability company working on one of the biggest social issues of our time
• Collaborative, international team members with a passion for fighting food waste
• Unlimited paid time off (PTO) and dedicated volunteer time off (VTO)
• Company-paid health, dental, and short- and long-term disability for employees
• A flexible team and work environment where every team member makes a huge difference