Enterprise Account Executive in Sydney

About Food By Us

Food By Us is Australia’s leading B2B order management platform for the foodservice industry.

We connect manufacturers, distributors and operators, streamlining how venues order and manage supplies across multiple categories.

Our platform brings visibility, speed and control to a process that was once manual and fragmented.

By consolidating ordering, supplier communication, invoice workflows, price tracking, menu costing and reporting in one system, we help hospitality and foodservice organisations reduce administration, manage costs and make smarter commercial decisions.

We are a VC-backed scale-up with a proven platform, a strong customer base and an ambitious plan to grow our impact across complex, multi-site organisations.

About The Role

This is an exciting new role created at a pivotal point in Food By Us’ growth.

Engagement from some of Australia’s largest foodservice organisations has revealed a significant, largely untapped enterprise opportunity and a market ready for the right person to pursue.

As our

Enterprise Account Executive , you will turn that potential into strategic, multi-site customers across Australia.

You will own a focused portfolio of high-value target accounts and lead the full sales cycle.

From creating demand and opening executive-level conversations through discovery, business-case development, solution design, commercial negotiation and close.

This is a consultative new-business role in which you will bridge the gap between C-suite priorities and the transformation initiatives owned by senior leaders across procurement, finance, operations, foodservice and technology.

You will turn fragmented purchasing processes and operational challenges into a compelling executive-level business case, demonstrating how Food By Us can improve visibility, control, compliance and cost performance across complex organisations.

• What You Will Own
• Target account strategy : Build and execute plans for a defined group of high-value organisations across multi-site hospitality, healthcare, hotels and leisure, catering, clubs and related foodservice sectors.
• Pipeline creation : Generate enterprise opportunities through disciplined outbound activity, industry networks, referrals, events, partnerships and coordinated marketing plays.
• Complex discovery : Understand each customer’s procurement model, supplier landscape, approvals, finance processes, technology environment and operational pain points.
• Executive engagement : Build trusted relationships with C-suite and senior stakeholders while multi-threading across procurement, finance, operations, technology and site-level users.
• Commercial value : Translate Food By Us’ capabilities and data into a clear ROI case covering time saved, spend visibility, price control, compliance, standardisation, supplier management and adoption.
• End-to-end customer lifecycle: Own the entire customer journey, from target-account identification and lead generation through discovery, tailored demonstrations, workshops, proposals, pilots, procurement, legal and security reviews, negotiation and close.

Continue to lead the relationship through onboarding, adoption and ongoing account development, identifying opportunities to increase customer value and grow the account over time.

• Deal orchestration : Build and qualify influential champions within each target account, multi-thread relationships across key stakeholders and maintain high-quality account plans and mutual action plans.

Coordinate the right Food By Us specialists while ensuring decisions, dependencies, owners, risks and timelines are clearly understood by both Food By Us and the customer.

• Forecasting and CRM : Maintain high-quality account plans, opportunity data, next steps and forecasts, applying disciplined enterprise sales and qualification methodologies such as MEDDPICC, Challenger Sale and Command of the Message.

Provide clear, accurate visibility of deal progression, pipeline health, forecast confidence and risk.

• Implementation partnership : Create a clean handover and remain engaged through implementation planning, executive sponsorship and initial adoption to protect the value promised during the sale.
• Market feedback : Bring structured customer insight into pricing, product, integration, positioning and go-to-market decisions.
• What Success Looks Like
• A healthy, qualified pipeline across an agreed portfolio of enterprise target accounts.
• Consistent achievement of ramped and full-year new-business targets.
• Referenceable multi-site customers that activate successfully and realise measurable value.
• Strong executive relationships and effective progression through complex, multi-stakeholder decisions.
• Accurate forecasting, disciplined qualification and clear deal strategy.
• A more repeatable enterprise proposition, process and feedback loop for Food By Us.
• What You Will Bring
• 5–8 years of B2B sales experience, including proven success in an enterprise sales role across Saa S, technology, procurement, payments, data or another complex solution environment.
• A record of meeting or exceeding quota and closing high-value, multi-year agreements with large or multi-site organisations.
• Experience leading long, multi-stakeholder sales cycles and influencing C-suite, procurement, finance, operations and technology stakeholders.
• Proven experience succeeding within a challenger business, start-up or scale-up.

Creating pipeline and closing complex opportunities without relying on established brand recognition, a mature playbook or extensive sales support.

• Strong discovery, business-case development, presentation, negotiation and commercial skills.
• The ability to create pipeline independently, not only manage inbound opportunities.
• Comfort using data to quantify customer problems, develop compelling ROI cases and support sound commercial decisions.
• Disciplined CRM, account planning, qualification and forecasting habits.
• The stamina, resourcefulness and resilience to build a market while the enterprise proposition, messaging and sales playbook continue to evolve.
• Hospitality, foodservice, healthcare, procurement or supply-chain experience and networks are highly regarded, but not essential.
• How You Work
• You will thrive at Food By Us if you bring our ACTED values to enterprise selling:
• Authentic: You build trust, communicate directly and do what you say you will do.
• Collaborative: You bring the right people into a deal and share information generously.
• Tinkerer: You test, learn and improve the message, process and playbook.
• Empathetic: You understand the realities faced by chefs, operators, finance teams, suppliers and customers.
• Data driven: You use evidence to prioritise accounts, qualify opportunities, prove value and forecast accurately.

Why Food By Us?

• Make a tangible contribution to a VC-backed Australian scale-up with a proven business model and strong customer base.
• Solve real operational and commercial problems in a large, important industry.
• Work with a collaborative, curious team that values autonomy, initiative and action.
• Help define and scale an enterprise sales motion with meaningful access to senior leadership.
• Share in the company’s journey through employee share options.
• Enjoy birthday leave, mental health leave and a pet-friendly office environment.
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