The Role

Picnic has central teams that handle restaurant partnerships and account management at scale. The City Growth Lead exists to bridge those central teams and the street reality of your city - and to own growth.

This is not a pure sales role, but growth is the job. You will close new accounts when warm leads come your way (with SDR support on prospecting), prospect your own leads when SDR support is limited, drive expansion within existing customers, visit locations to increase order volume, and run local marketing events that put Picnic on the map. You are expected to bring in new logos and grow the ones we already have - whichever path creates more Picnic growth in your city on any given week.

On top of that, you are the field intelligence layer that makes our central teams smarter. You know which buildings are worth targeting, what the pickup experience actually feels like at noon in a 40-story tower, and what cuisines will or will not work given the office types in your market. You are the reason we make better decisions from HQ.

What you'll do

New Business and Close Wins

SDRs support initial prospecting outreach. Your job is to take warm leads and get them to yes.

• Map and prioritize office opportunities across your city, tracking building types, employee count, density, and decision maker access
• Own deals from first meeting through close and beyond: discovery, pitch, proposal, signature, and beyond to onboarding, ensuring a great first picnic lunch.
• Work with SDRs on territory prioritization and help shape outreach targeting based on your on-the-ground knowledge of the market
• Run a consultative sales process: understand what each company needs and show them how Picnic fits

Account Expansion (in Partnership with the National Accounts Team)

The National Accounts team owns day-to-day customer relationships, support tickets, and issue resolution. Your role is to drive growth on top of that foundation.

• Visit existing Picnic locations to understand the on-the-ground experience: what is working, what is not, and what would make employees order more
• Identify and drive expansion within existing accounts: additional offices, more dining slots, higher participation from employees who have not ordered yet
• Partner with the National Accounts team to share field observations and flag accounts with growth potential or churn risk
• Turn happy customers and office admins into referral sources for new buildings and companies

Restaurant Selection Intelligence

• Partner with the central restaurant team on cuisine selection for your market, taking into account that most Picnic locations are inside large office facilities or towers with specific logistical and operational constraints
• Bring back local demand signals from the field: which cuisines are underrepresented, what employees in your city actually want, and what works operationally given the building types you are seeing

Local Marketing and Community

• Plan and run grassroots marketing: flyering, pop-ups, office samplings, POC happy hours, and admin appreciation events
• Build a robust Picnic community across social, industry channels, and in-person activations
• Capture competitor moves, building trends, and employee behavior insights and bring them back to the central team

What we're looking for

• 2 or more years in a growth, sales, business development, partnerships, or account expansion role
• Bachelor's from a top university
• Proven ability to run a deal from first meeting through close - you are comfortable owning the full sales motion
• Demonstrable experience building and maintaining professional relationships
• Strong communicator, comfortable with executives, building managers, office admins, and community leaders alike
• Highly organized: able to juggle a live pipeline, field visits, marketing activations, and outreach at the same time
• Comfortable with data: Google Sheets, dashboards, and basic funnel metrics should not slow you down
• Self-starter who does not wait to be told what to do

Nice to Have

• Experience at an early-stage startup
• Background in food, hospitality, real estate, or local community ecosystems
• Experience working alongside or managing SDRs
• Event planning or grassroots marketing experience
• Familiarity with CRM tools or operations platforms

Who You Are

• Very social, outgoing, and genuinely energized by meeting new people
• Motivated by growth outcomes: you like owning a number and hitting it
• Entrepreneurial: you take bold bets and move fast
• Naturally curious and opportunity-oriented: you see angles others miss
• You love your city and want to build something that makes it better
• Comfortable with ambiguity and wearing many hats
• Thrive outside of the 9 to 5: eager to build relationships with external stakeholders in the places they actually are

What else you need to know

This role is based in our Washington office location. As a company driven by innovation and continuous change, close collaboration is essential. We're constantly reimagining our industry, creating new products, and refining our processes, and we do our best work together. That's why all of our office-based teams work onsite, five days a week.

The base salary range for this role is $99,000 to $117,000 per year.

Add'l Incentive Compensation: Individuals can earn an estimated annual incentive compensation range of $29,000 - $35,000 when meeting performance expectations. Actual incentive compensation varies based on individual sales performance and targets.

Actual compensation will be determined on an individual basis and may vary depending on experience, skills, and qualifications.

Base salary is just one part of your total rewards package. You may also be eligible for equity awards and an annual performance-based bonus.

Benefits Summary (USA Full-Time Exempt Employees):

• Medical, dental, and vision insurance (multiple plans, incl. HSA options).
• Company-paid life and disability insurance (short- and long-term).
• Voluntary insurance: accident, critical illness, hospital indemnity.
• Optional supplemental life insurance for self, spouse, and children.
• Pet insurance discount.
• 401(k).
• Health Savings Account (HSA)
• Flexible Spending Accounts (Healthcare, Dependent Care, Commuter)
• Time Off policies:
• Discretionary vacation days
• 8 paid holidays per year
• Paid sick time
• Paid Bereavement leave
• Paid Parental Leave

Benefits are subject to change at the company's discretion.
Atoms accepts applications on an ongoing basis.

Ready to join us as we serve those who serve others?

#LI-Onsite