Director of Commercial Partnerships

Director of Commercial Partnerships at Afresh About the Role We're seeking a Director, Commercial Partnerships to build and scale our ecosystem of strategic partnerships. This role will drive revenue growth by establishing Afresh as the preferred fresh food optimization partner within the grocery technology ecosystem, including ERP vendors, systems integrators, management consultancies, and industry analysts. Reporting to the Chief Revenue Officer, and in collaboration with the Chief Executive Officer and Chief Product Officer, you'll own the strategy and execution of our partnership program, creating new paths to market and accelerating deal velocity through strategic relationships. What You'll Do Partnership Strategy & Execution Design and execute a comprehensive partnership strategy to accelerate Afresh's topline growth Build and manage strategic relationships with key partners, with a particular focus on complementary ERP vendors who have less focus on the fresh side of the retail grocery and food distribution supply side Develop relationships and form partnerships with consultant/systems integrators that drive mutual revenue-generating opportunities and decrease the time-to-value for our customers Negotiate partnership agreements and commercials in collaboration with Legal and Finance Revenue Generation & Pipeline Development Drive measurable pipeline and revenue through partner-sourced and partner-influenced opportunities Collaborate with sales leadership and account executives to identify target accounts where partnerships can accelerate deals In collaboration with marketing, create joint go-to-market plays and enablement materials for partner sellers and consultants Track and report on partnership-driven metrics including pipeline contribution, deal influence, and revenue attribution Ecosystem Development Establish relationships with industry analysts (Gartner, Forrester) to elevate Afresh's market presence and thought leadership Advise closely with Product and Engineering teams on product strategy as it intersects with our partner ecosystem API strategy Work with Marketing/PMM to develop co-marketing programs, case studies, and thought leadership Represent Afresh at key industry events (NRF, FMI Midwinter) to build ecosystem relationships Who You Are Required Experience 8+ years in enterprise B2B partnerships, business development, or strategic alliances Proven track record building partnership programs from the ground up in growth-stage companies, including referral, resale, technology/integration, and co-promotion models Experience with SaaS supply chain technology, ideally in grocery, food distribution or CPG Deep understanding of the enterprise software ecosystem including ERPs, SIs, and consulting firms History of driving measurable revenue outcomes through partnerships ($5M+ in influenced pipeline/revenue) Skills & Attributes Strategic thinker who can balance long-term ecosystem building with near-term revenue goals Relationship builder with executive presence and ability to navigate complex partnership negotiations Results-oriented with strong business acumen and comfort with metrics and pipeline management Technical mindset — able to understand nuances of an AI, data-driven platform and a multi-threaded product integration path Cross-functional leader skilled at influencing without authority across sales, product, and marketing teams Scrappy and resourceful — comfortable operating with autonomy in a fast-paced, high-growth environment Excellent communication skills with ability to craft compelling partnership value propositions Why Afresh Mission-driven impact: Help reduce food waste and improve fresh food access while driving profitability for retailers Growth opportunity: Join during a pivotal phase as we grew 70% in 2025 and are rapidly expanding our product portfolio Ownership and autonomy: Build and own the partnership function with direct impact on company growth Collaborative culture: Work alongside a talented Leadership Team and cross-functional partners who value intellectual rigor and execution speed Competitive compensation: Base salary, equity, and variable compensation aligned with revenue contribution Location & Travel This role can be based remotely or hybrid in our San Francisco office. Expect 30% travel for partner meetings, customer engagements, and industry events. Compensation: $230-260k base + $100k bonus target To Apply: Please submit your resume and a brief note on your partnership philosophy and most successful partnership outcome.