About this role
About the Team
The SMB Business Development team is responsible for managing key partnership moments with our most strategic restaurant partners. Our team steps in at pivotal times—such as contract renewals, exclusivity negotiations, and high-impact strategic initiatives—to ensure long-term success before transitioning accounts back to the broader Account Management team. We collaborate cross-functionally with Product, Strategic Finance, Selection, US Local Markets, and Legal to drive retention, exclusivity, and deal efficiency at critical junctures.
About the Role
As Manager, SMB Business Development - Retention , you will lead our efforts to drive success in key partnership moments, ensuring that our most valuable restaurant partners maximize their potential on our platform. You will own strategic interventions that drive retention and exclusivity, execute high-stakes deal strategies, and enhance product adoption during pivotal phases of the restaurant partnership lifecycle. Additionally, you will lead a team of four direct reports, focusing on their growth and effectiveness in executing high-impact partnership engagements. This role requires a strategic mindset, strong negotiation skills, and cross-functional collaboration.
You will report to Blair Toll , Sr. Manager of Business Development, within the Rx Success organization.
You’re excited about this opportunity because you will…
• Own Key Partnership Moments – Drive successful engagement at critical phases such as renewals, exclusivity negotiations, and strategic initiatives before transitioning accounts back to Account Management.
• Lead a High-Performing Team – Manage and develop four direct reports, fostering career growth and performance excellence.
• Drive Strategic Initiatives – Lead the Business Development marketplace retention strategy, including proactive renewals, upsells, churn mitigation, deal structuring, and performance optimization at crucial points in the relationship.
• Execute Competitive Strategies – Develop and implement competitive strategies in response to evolving market dynamics and competitor moves.
• Work Cross-Functionally – Partner closely with Account Management, Account Development, Strategic Finance, Selection, US Local Markets, and Legal teams to optimize retention and enhance partner value during key moments.
We’re excited about you because…
• You have extensive experience in strategic account management – 6+ years of experience in restaurant partnerships, business development, or enterprise account management.
• You are a strong negotiator – You have a proven track record of structuring and closing high-value deals at pivotal moments.
• You are a people leader – You have experience managing and developing a team of high performers.
• You are data-driven – You leverage data and analytics to inform decision-making and strategy.
• You excel in cross-functional collaboration – You have experience working across multiple teams to drive busin