Business Development Manager

Business Development Manager Join Fresho as a senior US BDM, sell award-winning SaaS across the US as we grow, and earn with uncapped commission Commission: Uncapped commissions Pay: $135k to $155k on target earnings per annum + Employee Stock Options Reports to: Head of Sales - US Location: Preferred locations include Candidates based in New York, New Jersey, Miami, Chicago and Los Angeles; other major US cities may be considered Work Type: Field-based/Remote or Hybrid, depending on location Employment Type: Full Time 🌴Paid Time Off + 🏥 Benefits: 20 days PTO + 10 days sick leave + 11 public holidays per year, plus benefits package including medical with tax-advantage health accounts access, dental, vision, fertility support and Employee Assistance Program About Fresho Fresho is a fast growing tech scale-up on a mission to transform the food industry for the benefit of people and the planet. Our order management software is revolutionising the way the entire industry operates - from day to day operations, to mental health and wellbeing, to food waste reduction - the impact of Fresho touches every aspect of the sector in a hugely positive way making it more efficient, enjoyable, profitable and sustainable. We work closely with wholesale fresh food suppliers and 45,000 restaurants, cafes, hotels and other foodservice venues. Fundamental to our culture is the belief that our people are everything. We are purposefully building our culture alongside our business to make Fresho a fun, positive and inclusive place to work for our dynamic team of Freshonauts. Fresho has raised over $45m to date and processes almost $400m monthly through the platform with 750,000 orders monthly. We are headquartered in Melbourne - Australia with offices in London - United Kingdom, New York - United States, and Auckland - New Zealand, and customers in Australia, United Kingdom, United States, Ireland and New Zealand. About the Role We’re looking for a Business Development Manager to join the Fresho USA Sales Team! It’s an exciting time to join Fresho. Since launching in the USA market in 2025, we’ve continued to grow and are welcoming more suppliers onto the platform - which means we’re expanding our Sales team. 🚀 As Fresho’s second senior sales hire in the US market, you’ll have a rare opportunity to make a visible impact at a pivotal stage of our expansion. You’ll help shape our go-to-market presence, build strategic pipeline, win high-value customers, and set the standard for how Fresho grows across the USA. If you thrive in a fast-paced , customer-centric environment, this role offers the opportunity to make a significant impact in a growing technology business. This role would be ideal for candidates with… A strong track record of exceeding sales targets, including closing $25k+ annual deals and managing complex, multi-stakeholder sales cycles Experience in a vertical SaaS environment, being able to articulate the role a software plays in a specific industry and how market dynamics can be leveraged Proven proficiency in a critical sales seat - you combine a talent in closing deals with a strategic mindset and just need to learn our product and sales approach Talk to prospective customers about technology that’s not just useful - it’s award-winning . Be part of an award-winning SaaS business shaping the future of wholesale with AI-powered products including Fresho OrderPilot! Good to Know Pay: This role offers total on-target earnings of $135,000-$155,000 per annum, made up of base salary plus uncapped commission . The base salary range is $90,000-$103,000. Final compensation within this range will be determined based on location, relevant skills and experience aligned to the requirements of the role. Location: We’re targeting key US growth markets for this role, with a preference for candidates based in New York, New Jersey, Miami, Chicago, or Los Angeles. New York/New Jersey-based candidates will have the opportunity to work in a hybrid model from our Brooklyn HQ, while candidates in other approved markets will operate in a field-based/remote capacity. Other major US cities may be considered where there is strong territory fit and employment requirements can be supported. Travel: You will spend a large portion of your working time in-field meeting prospective customers in person, attending industry events, conducting site visits, and developing local market relationships. Hours: This role requires someone with ongoing schedule flexibility. There is work outside of core business hours to support internal collaboration with global teams and align with supplier schedules or work in the field. What Success Looks Like in This Role You’ll be successful if you can balance consistent new business generation, strategic account growth, and cross-functional collaboration - while staying close to the customer and industry to ensure Fresho’s mission truly resonates. Consistently exceeding quarterly and annual sales targets through a healthy mix of quick wins and longer, strategic deals. Building a high-quality, reliable pipeline of opportunities across the US, with Salesforce kept as a single source of truth. Strong relationships developed with decision-makers and influencers in the food distribution and hospitality industry. Clear ownership of core sales outcomes: pipeline velocity, enterprise account growth, and recurring revenue targets. Acting as a trusted voice of the customer, providing structured feedback that informs Fresho’s product evolution. Demonstrating resilience and adaptability in a fast-growth, scale-up environment - balancing urgency with long-term value creation. Living Fresho’s mission in-market: representing our purpose with authenticity and passion, and showing customers how we can genuinely transform their businesses. ✨ Responsibilities New Business Growth Exceed sales targets by building relationships with key accounts, nurturing those relationships into opportunities, and converting those opportunities into revenue. Balance quick wins with longer, complex sales cycles, securing both immediate impact and long-term customer partnerships. Build and maintain a high-quality pipeline, using Salesforce as the single source of truth for all activity and forecasting. Strategic Sales Execution Identify, prioritise, and qualify businesses across the US food distribution and hospitality sector. Lead businesses through the full buying journey, from discovery and consultative solution selling to contract negotiation and handover to the onboarding team. Apply a solution-led approach, ensuring Fresho’s platform is positioned to directly solve industry pain points. Regularly analyse sales data to refine strategy, improve pipeline velocity, and ensure reliable deal flow. Relationship Building & Market Intelligence Cultivate strong relationships with customers, decision-makers, and industry thought leaders to establish Fresho as a trusted partner. Actively gather market and customer feedback, sharing structured insights with Product and other teams to shape Fresho’s evolution. Stay up to date with new product features and industry trends, articulating their value to prospects and existing accounts. Team Collaboration & Mentorship Partner closely with SDRs to shape prospecting strategies and ensure strong pipeline generation. Provide guidance, coaching, and feedback to SDRs to help develop their skills and accelerate overall team success. Act as a senior contributor within the sales team, sharing best practices and helping raise the bar across the pod. Qualifications, Skills, and Experience We’re seeking Solution sales experience: 5+ years of sales experience, ideally including experience as a BDM, Account Executive or similar quota-carrying closing role in B2B SaaS, technology, or another complex solution-sales environment. In-field sales experience: Demonstrated success in face-to-face, territory-based, or field sales roles - building relationships on-site with customers and closing deals in-person. Executive engagement: Comfortable pitching to senior executives, aligning solutions to strategic objectives. Pipeline management: Experienced in prospecting, qualification, demand generation, and maintaining accurate forecasting in Salesforce or similar CRM. Executive-level communication: Confident presenting to, negotiating with, and influencing senior stakeholders. Commercial acumen: Data-driven approach to pipeline management and sales strategy. Adaptability: Thrives in fast-paced, high-growth environments without large-company resources. Tech-savvy: with experience using CRMs, and tools Google Workspace, Trello, Slack. You can pick up our product with ease, and the supporting business systems and our product. Must-Haves Travel and flexibility within your schedule: Able and willing to travel regularly across the US for customer meetings, industry events, and in-person sales activity, with a valid driver’s license. This may also include some travel to our Brooklyn HQ for team events, training, planning, and Team connection! NY/NJ Based Candidates: able to work in a hybrid model from our Brooklyn HQ, balanced with field travel and work-from-home. It’s a Bonus if You Bring: Industry experience in food distribution, wholesale, or hospitality is advantageous but not essential. Advanced Salesforce expertise (dashboards, reporting, forecasting). Established network across US wholesalers, processors, distributors, or industry associations. Early-stage or scale-up sales experience in the US market. Familiarity with the foodservice supply chain (procurement, pricing, logistics). Experience in global companies. Fresho Perks and Benefits Employee Share Option Plan (ESOP) so you can share in Fresho’s success 📈 Time Off that supports balance: 20 days PTO + 10 days sick leave + 11 public holidays per year🌴 🏥🦷 🌱 Benefits: Medical coverage with a choice of Cigna PPO plans; our benefits package currently includes a base medical plan option fully funded by Fresho for individual coverage Tax-advantaged health accounts access (HSA/FSA/Dependent Care/Commuter benefits) Fertility support + Fresho funded life insurance through our benefits package Dental and vision coverage, with company contributions 401(k) retirement plan access LinkedIn Learning Subscription with weekly work time dedicated to growing new skills Mentoring program to help you grow and exceed your potential For our HQ based Teams: Procaffeinating Wednesdays where the coffee’s on us + in office coffee machines ☕ Weekly fresh fruit in the office Regular socials (with snacks and drinks of course!) Fresho merch so you can look sharp in our branded swag Referral bonuses - invite your friends and get paid for it! Employee Assistance Program (EAP) to support your mental health and wellbeing 💚 CEO Book Club where role related e-books are on us Department Sales Locations US Remote status Fully Remote Employment type Full-time