Full Cycle Sales - Account Executive

Account Executive (Full-Cycle Sales)

Location : Hybrid (2–3 days/week in Glen Burnie, MD)

Start Date : ASAP

About Us

At Plated Foodservice, we're rethinking how food gets delivered and served in healthcare. Our turnkey model brings high-quality, fully prepared meals to the ever expanding healthcare space with no kitchen required. We combine smart packaging, custom heating units, and software that ties it all together. It’s foodservice without the overhead, built for scale.

We’re a small, scrappy team with deep food and healthcare roots, and we’re just getting started.

The Role

This is a full-cycle sales role. You will own the entire deal from first touch through close and play a key role in how we grow and refine our sales motion.

You will prospect, run discovery, navigate multi-stakeholder deals, and close new business. You will also stay close to the customer through pilot setup and early onboarding to ensure a clean handoff to Customer Success.

This role is designed for someone who wants ownership. You will not just run a playbook. You will help improve it.

What You’ll Do

• Own the full sales cycle from outbound prospecting and inbound lead follow-up through close
• Run consultative discovery to understand operational, clinical, and financial needs
• Qualify opportunities using our customer profile and deal criteria
• Navigate multi-stakeholder buying processes across operations, leadership, and clinical teams
• Lead deals through pilot programs and convert to mid to long-term agreements
• Manage pipeline and activity in HubSpot with strong attention to detail
• Partner closely with Customer Success to ensure smooth handoff and strong early customer experience
• Stay involved through pilot setup and early onboarding to ensure deal success
• Identify and drive expansion opportunities within existing accounts
• Collaborate with leadership to refine messaging, qualification, and sales process

What You Bring

• 3 to 5 years of sales experience, ideally in a full-cycle or closing role
• Strong consultative selling skills. You know how to ask the right questions and guide a deal forward
• Experience managing multi-stakeholder deals
• Comfortable owning both outbound prospecting and inbound conversion
• Strong communicator and storyteller, especially in complex sales conversations
• Highly organized with strong CRM discipline. HubSpot experience is a plus
• Bonus if you have experience in healthcare, senior living, or foodservice
• Comfortable operating in a fast-paced, early-stage environment

What Success Looks Like

• Consistently hitting quota with a target of about 5 to 8 deals per quarter
• Managing a healthy pipeline of qualified opportunities
• Driving deals from initial conversation through pilot and close
• Creating strong alignment between sales, customer success, and operations
• Contributing to a repeatable and scalable sales process

Comp & Structure

• Competitive base salary plus performance-based variable comp with OTE around $120K to $150K
• Uncapped earning potential with accelerators
• Quarterly commission structure tied to closed business
• Opportunity to earn on expansion within accounts

Why Join Us

• Hybrid role in Glen Burnie, MD with 2 to 3 days per week in-office
• High ownership role with visibility across the business
• Opportunity to shape how we sell as we scale
• Be part of building a better food system in healthcare

What You’ll Be Selling Into

This is a real-world consultative sale. You will be working through challenges like:

• Facilities trying to improve food quality without increasing cost
• Operators dealing with staffing shortages in dietary and kitchen roles
• Teams hesitant to move away from traditional kitchen models
• Budget constraints tied to reimbursement and census
• Balancing clinical, operational, and financial priorities across stakeholders

Benefits

• Competitive salary and incentive opportunities
• Flexible work environment (remote/hybrid options)
• Health, dental, and vision insurance
• Paid time off and holidays
• Professional development opportunities
• Collaborative and inclusive company culture

Plated is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.