Director, Partner Growth & Strategy
Reports to: Chief Business Officer
Role Summary
inKind is looking for a Director of Partner Growth & Strategy to build the strategy, systems, technology, and playbooks that power our Account Management organization.
Our Account Managers own relationships with inKind's restaurant partners and play a critical commercial role—helping partners maximize their relationship with inKind, secure additional funding, add locations, renew, and grow over time. Account Managers report directly to our Regional Sales Managers, giving them strong day-to-day sales leadership, coaching, and support.
This role is designed to complement that structure.
The Director of Partner Growth & Strategy will not directly manage the Account Management team. Instead, this person will own how Account Management works : developing the processes, sales methodologies, technology, data, training, product improvements, and partner experiences that allow our Account Managers to become more effective and our restaurant partnerships to become more valuable over time.
This is a highly cross-functional role sitting at the intersection of Sales, Account Management, Product, Operations, and Technology .
The right person will approach Account Management not simply as a relationship-management function, but as a scalable growth engine. They will constantly ask: What are our best Account Managers doing differently? How do we turn that into a repeatable process? What should we automate? What should we build? What data should trigger action? And how do we make every Account Manager better?
What You'll Own
Build the Account Management Operating System
Develop and continuously improve the processes, tools, and methodologies used across the Account Management organization.
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
Adoption of new inKind products and offerings
Define the triggers, data, messaging, collateral, objection handling, workflows, and expected outcomes associated with each motion.
Identify what our highest-performing Account Managers do differently and turn those behaviors into repeatable practices across the organization.
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, why they need attention, and the highest-value action to take next.
Partner with Sales and Operations leadership to continuously reduce friction throughout the partner lifecycle.
Improve Account Management Sales Effectiveness
Build the sales methodology used by Account Managers to sell renewals, additional funding, additional locations, and other products.
Develop pitch frameworks, business reviews, partner-facing materials, objection-handling guides, and other tools that increase conversion.
Partner with Regional Sales Managers to identify coaching opportunities and translate successful field tactics into organization-wide best practices.
Design training and certification programs that continually improve Account Manager commercial capabilities.
Develop structured experiments to test new messaging, offers, processes, and sales techniques—and scale what works.
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…