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inKind is seeking a Director of Partner Growth & Strategy to build the strategy, systems, technology, and playbooks that power the Account Management organization. This is a highly cross-functional role sitting at the intersection of Sales, Account Management, Product, Operations, and Technology.
The Director will not directly manage Account Managers. Instead, this person will own how Account Management works—developing processes, sales methodologies, technology, data, training, product improvements, and partner experiences that enable Account Managers to become more effective and restaurant partnerships to become more valuable over time.
Key responsibilities include:
**Build the Account Management Operating System**: Develop and continuously improve processes, tools, and methodologies used across Account Management. Create repeatable playbooks for key partner growth motions including renewals, additional funding, new and sister-location expansion, partner referrals, slow-redemption intervention, high-performing partner expansion, at-risk partner recovery, and adoption of new inKind products. Identify what highest-performing Account Managers do differently and turn those behaviors into repeatable practices.
**Own the Partner Lifecycle**: Design the ideal restaurant partner journey from initial funding through onboarding, activation, growth, additional funding, renewal, and expansion. Determine which partner interactions should be relationship-driven, technology-enabled, or fully automated. Build proactive, data-driven engagement strategies so Account Managers know which partners need attention and the highest-value action to take next.
**Improve Account Management Sales Effectiveness**: Build the sales methodology used by Account Managers. Develop pitch frameworks, business reviews, partner-facing materials, and objection-handling guides. Partner with Regional Sales Managers to identify coaching opportunities and translate successful field tactics into organization-wide best practices. Design training and certification programs and develop structured experiments to test new messaging, offers, processes, and sales techniques.
**Drive Technology & Automation**: Partner with Product, Engineering, Salesforce, and Operations teams to make Account Management increasingly technology-enabled and scalable. Identify manual activities that can be automated or moved into self-service experiences. Help develop systems that proactively identify opportunities and risks across the restaurant portfolio, including partners eligible for additional funding, upcoming renewal opportunities, newly opened locations, changes in redemption or sales pacing, at-risk accounts, expansion opportunities, and partners requiring intervention.
**Help Shape the Partner Product**: Serve as a structured voice of the restaurant partner within inKind. Develop systems for capturing and categorizing partner feedback, objections, product requests, and operational friction. Partner closely with Product leadership to translate restaurant feedback and Account Manager insights into actionable product opportunities. Use data to quantify partner friction and product opportunities.
**Build the Measurement Framework**: Develop KPIs and reporting required to understand Account Management effectiveness and partner health. Measure performance across renewal rate, incremental funding, location expansion, partner engagement, funding eligibility and conversion, credit pacing, time from opportunity identification to close, portfolio growth, and partner retention.
inKind connects passionate diners with exceptional restaurants across the country, partnering with thousands of restaurants and millions of users. Through the inKind app, guests earn 20% back every time they dine. The company works with celebrated restaurant groups and beloved neighborhood favorites to help diners explore the best restaurants while supporting the restaurants and chefs who shape how their cities eat.
**Requirements**: The posting indicates experience in restaurants, hospitality, fintech, payments, marketplaces, SaaS, or other multi-location businesses is a plus. The ideal candidate is not satisfied simply managing an existing Account Management playbook but wants to build a better one. They want to understand why one Account Manager significantly outperforms another, why manual tasks aren't automated, whether repeated partner objections indicate a need to change the pitch, process, or product, and how to scale what works across the entire organization.
