University Partnerships / Sales Manager or Director at Starship
San Francisco, CA, US
Starship Technologies is the world’s leading autonomous delivery company and the first autonomous delivery company to complete over 100,000 commercial deliveries. The company was founded by two of Skype’s founders and has raised over $85M in venture capital. Our autonomous delivery robots have traveled over 350,000 miles in 100 different cities and have crossed streets over 4M times. Our robots work 7 days a week in neighborhoods, at universities and at industrial and corporate campuses. Starship has operations in the US, Estonia, Finland, Germany, and the UK with headquarters in San Francisco. 
 
The fastest-growing segment of our business is university campus partnerships where we are doing food and grocery deliveries to students across campus. We are expanding our successful sales team to accelerate that growth.
 
We are therefore looking for a University Partnerships / Sales Manager or Director who will be responsible for sourcing and executing agreements to deploy Starship’s autonomous delivery system at university campuses across the US. You will manage the entire sales cycle including onsite demonstrations, stakeholder meetings, logistical planning, and contract negotiations. 
A successful candidate will have experience selling into multi-stakeholder environments where decision-making rights and sources of influence may not be initially transparent, yet are always critical to understand. You will be highly familiar and successful selling multi-year contracts to large enterprises, or institutions. Familiarity with university auxiliary services, food service providers, or retail food is a plus.

In this job role, you will get to:

 

    • Engage with stakeholders at prospective universities to initiate, sell and implement autonomous food delivery services
    • Pipeline management to effectively produce opportunities at top prospective partners
    • Lead effective and compelling conversations and demonstrations across all levels of prospective university partners
    • Engage university stakeholders (Provosts, Deans, Associate Deans, Security, Risk etc.) and foodservice stakeholders (Head of Auxiliaries, retail food managers etc) to overcome internal hurdles
    • Build and manage a healthy pipeline in order to exceed quota and an ability to accurately forecast
    • Communicate proactively with internal stakeholders at each phase of the sales process, up to and including solution implementation handoff to ensure a seamless experience for our university partners

All of the above sounds great? We'd love to see you apply if you have:

 

    • A Bachelor’s degree 
    • 5+ years of enterprise consultative selling
    • Proven track record of creating a sales strategy, executing against aggressive growth strategies and delivering sales targets in excess of company expectations
    • Desire to thrive in intricate sales cycles and team-based selling environments
    • Demonstrated success in developing complex services relationship and building senior client relationships, and the ability to cultivate relationships from the earliest stages
    • Passion for technology and innovation
    • Excellent communication and organizational skills
    • Enthusiasm and you are a self-starter who is highly driven with an extraordinary amount of professionalism
    • Previous success working in dynamic start-up environments
    • Experience in higher education or with food service providers such as Sodexo, Aramark and Compass Group is a plus. 

 

    • You may be based in San Francisco or another US location with proximity to a major airport.
    • This position requires regular travel that is dependent on potential sales opportunities.
This is your chance to be responsible for scaling the business of the coolest technology companies around. Come join us and be a part of the Future of Delivery, today!