Market Manager

About Picnic Picnic is reinventing how people eat at work. We partner with office operators to bring curated, high-quality food options directly to their employees — no cafeterias, no kiosks, no waste. We've grown fast, and now we're building the team to grow even faster by deepening roots in every market we enter. The Role We're not looking for a traditional salesperson. We're looking for someone who becomes the face of Picnic in their city. As a Market Manager, you own a metro market end-to-end: from identifying the right office partners and building genuine relationships with decision makers, to ensuring existing customers grow, stay happy, and refer us to others. You'll be part BD, part account manager, part community builder. The best Market Managers won't rely on cold calls or spray-and-pray outreach. They'll build the kind of local presence where inbound opportunities find them, referrals flow naturally, and customers become advocates. They think strategically, act entrepreneurially, and have an instinct for people. What You’ll Do Own Your Market Map your territory: identify target office accounts, gather intel on employee base, decision makers, funding stage, and competitive landscape. Build a presence in your city through events, community touchpoints, and partnerships. Become a known name in the local office and real estate ecosystem. Partner with local hotels, coworking spaces, and venues to generate warm leads and high-value referral pipelines. Grow the Book Convert inbound leads and referrals into Picnic customers. Run discovery conversations, pilot launches, and onboardings with care. Nurture relationships with lapsed customers who are ready to give Picnic another shot. Drive expansion within existing accounts: new locations, new employee cohorts, new features, new concepts. Keep Customers Thriving Own the customer relationship post-launch: deliver monthly usage reports, share insights, and surface opportunities to improve their Picnic experience. Serve as the primary escalation point for high-stakes support issues. Be the person your customers trust to get things resolved. Track defects, mitigations, and satisfaction scores; synthesize feedback into clear signals for the Picnic product and ops teams. Drive feature adoption and help POCs champion Picnic internally. Generate Referrals & Amplify the Brand Proactively cultivate referrals from happy customers. This is one of our highest-value GTM levers. Represent Picnic at local events, industry gatherings, and informal happy hours to build pipeline through relationships, not cold volume. Contribute to Picnic's local presence through social content and community storytelling where applicable. Who You Are You're a people magnet. Relationships are your superpower. People trust you quickly, and you maintain that trust over time. You think like an owner. You don't wait for leads to be handed to you. You understand your market, spot opportunities, and move on them. You have commercial instincts. You know how to frame value, run a conversation toward a decision, and close (without ever feeling like you're selling). You're genuinely curious. You ask good questions, listen well, and use what you learn to deliver better outcomes for customers. You can zoom in and zoom out. You can roll up your sleeves on a tactical problem and walk into a C-suite conversation the same afternoon. You have a strategic mind. You see patterns across your accounts, prioritize the right activities, and know when to push vs. when to nurture. What We’re Looking For Background in BD, partnerships, strategy, or account management — ideally in a fast-paced or startup environment. Experience working with corporate clients or building B2B relationships (doesn't have to be food or hospitality). Comfort with ambiguity and a bias toward action. There's no full playbook yet; you'll help write it. Strong written and verbal communication; you can run a tight business review just as comfortably as a casual coffee. Data-literate: you can read a usage dashboard, spot a trend, and translate it into a customer conversation. Based in (or willing to relocate to) the metro market you'll own. Compensation Competitive base salary + commission tied to new account growth and expansion revenue. We reward people who build real relationships and deliver real results. Why This Role This is a foundational hire. You won't be the tenth Market Manager following a script, you'll be among the first, shaping how Picnic shows up in your city and what this role looks like at scale. If you're energized by ownership, autonomy, and the chance to build something from the ground up, this is the job. Picnic is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. #J-18808-Ljbffr