Founding Account Executive - first dedicated US AE hire

Compensation Package: $150k OTE Uncapped ($100k Base + $50k On-Target Commission) + Equity Package + Travel & Expense Support
Reports to: Co-Founder and US General Manager
Location: Brooklyn, NY (Dumbo) | Territory: Northeast US
Work type: In-market field + Brooklyn HQ based
🌴Paid Time Off + 🏥 Benefits: 20 days PTO + 10 days sick leave + 11 public holidays per year, plus benefits package including medical with tax-advantage health accounts access, dental, vision, fertility support

About Fresho

Fresho is a fast growing tech scale-up on a mission to transform the food industry for the benefit of people and the planet.

Our order management software is revolutionising the way the entire industry operates - from day to day operations, to mental health and wellbeing, to food waste reduction - the impact of Fresho touches every aspect of the sector in a hugely positive way making it more efficient, enjoyable, profitable and sustainable.

We work closely with wholesale fresh food suppliers and 45,000 restaurants, cafes, hotels and other foodservice venues.

Fundamental to our culture is the belief that our people are everything. We are purposefully building our culture alongside our business to make Fresho a fun, positive and inclusive place to work for our dynamic team of Freshonauts.

Fresho has raised over $45m to date and processes almost $400m monthly through the platform with 750,000 orders monthly. We are headquartered in Melbourne - Australia with offices in London - United Kingdom, New York - United States, and Auckland - New Zealand, and customers in Australia, United Kingdom, United States, Ireland and New Zealand.

About the Role

We’re seeking an Account Executive to help build our Northeast US territory.

It’s an exciting time to join at a pivotal stage of Fresho’s US growth 🥬. You’ll be joining Fresho after over a year operating in the US, with strong foundations in place but still at the stage of a small, hands-on team. As our first dedicated US AE hire, you’ll work very closely with a co-founder in-market, win new business and play a critical role in achieving our US growth goals.

With great opportunity ahead in the US, there’s real scope to make your mark in this role - and uncapped commission rewarding the business you deliver.

In this role, you'll build your own pipeline alongside our SDR team, get in front of meat, seafood and produce distributors in person, and close deals that replace spreadsheets, paper cut sheets and legacy tools these businesses have run on for decades.

You'll be relationship-driven, comfortable getting on the road, and energized by helping owner-operator businesses leave manual processes behind for good. You're okay navigating ambiguity in a market that's still being built.

This role would be ideal for...

• Sellers from food, beverage, hospitality, construction or distribution backgrounds who want to build a career in software sales, even without a traditional SaaS resume.

• Account Executives or sellers from other verticals looking for a first-hire, high-ownership role with real upside.

• Anyone who has sold into restaurants, distributors, or foodservice operators before and understands how that world actually works.

👉 While you'll use our internally built CRM and Salesforce daily, this is a field-based, relationship-first sales role, not a desk-only or purely inbound one.

🏅 Sell technology that's not just useful, it's backed by two decades of global fresh food wholesale experience, including our award winning AI-powered feature, OrderPilot.

Good to Know

• Salary: Base salary for this role will be $100,000, dependent on experience, with an OTE of $150,000 once commission is included, paid quarterly against quota.

• Commission: The commission scheme is uncapped, rewarding you with additional upside for your wins. 🚀

• Equity: Equity is also a key element of the Fresho compensation package.

• Location: New York-based and within easy commuting distance of Fresho’s Brooklyn (Dumbo) HQ, with a primary outbound sales territory of the Tri-State area. This is a hybrid office and field-based role, not a remote position. When you’re not out with prospects and customers, you’ll work from a great shared workspace alongside our SDRs, Launch team and US leadership - with in-person collaboration and building a strong US team culture an important part of how we work.

• Travel/On-Site Work: Regular in-person travel is required to meet prospects and join customer launches, including some multi-site days or regional travel where driving may be required; this is a handshake industry, and getting in front of people in person is an important part of the job.

• Hours: Wholesale buyers keep early hours. Expect some early mornings and market visits alongside standard business hours, with flexibility to manage your own schedule around prospect and customer availability and closing deals.

• Training & Onboarding: You'll ramp by learning the product hands-on, shadowing the onboarding team on live customer launches, and working directly with Fresho's US General Manager, one of the company's original co-founders, other Global Sales and commercial leaders, and Revenue Operations during your first quarter.

A glimpse into the week of a Fresho Account Executive

• Start your morning reviewing your pipeline in the Fresho CRM, prioritising follow-ups and prepping for today's meetings.

• Reach out to target prospects by phone, email and text to line up warehouse visits, in-person meetings and demos for the days and weeks ahead.

• Head out to 2-3 distributor's warehouse for an in-person discovery meeting, sometimes seeing their operation firsthand before you pitch anything.

• Join the onboarding team on-site at a recent customer's launch, watching how Fresho actually changes their day-to-day and picking up talking points for your own deals.

• Run a demo for a prospect who's been taking orders by text message and spreadsheet for twenty years, showing them what changes when they don't have to anymore.

• Wrap the day logging notes, updating your forecast, and sharing what you're hearing in-market with Leadership, Revenue Operations, and other functional feedback loops.

Responsibilities

Territory & Pipeline Ownership:

• Own full-cycle sales: self-generated prospecting, discovery, demo and close, working alongside Fresho's SDR team rather than relying solely on inbound handoff. Demo delivery will be supported during the initial ramp period.

• Build and manage a pipeline of mid-market distributors, typically owner-operator, family-run businesses on QuickBooks or spreadsheets, generally under roughly $40M in revenue. Develop opportunities with larger distributors where Fresho is a strong fit.

Sales Execution & Closing:

• Run a disciplined, forecastable sales process in Fresho’s CRM, using Fresho's existing prospecting stack for enrichment and outreach.

• Navigate small buying committees, typically an owner or operations lead, operations managers, sales managers or sometimes alongside a bookkeeper or finance contact.

• Deliver on quarterly targets under Fresho's standard AE quota model, with a supported ramp expected given time to get to know the product, industry and build contacts.

Customer & Product Immersion:

• Learn the product and the customer's operations directly by joining onboarding site visits alongside Fresho's launch team.

• Be part of onboarding some restaurants to better understand their pain points and the value Fresho delivers to them.

• Get in front of prospects and customers in person as a core, ongoing part of the role, not an occasional add-on.

Collaboration & Market Feedback:

• Feed competitive intelligence and customer language back to the US team and to Revenue Operations and Marketing.

• Champion the voice of the US customer internally.
  

Qualifications, Skills, and Experience

Must Haves:

• A track record of closing business, not just running process; comfortable with a relationship-driven, consultative sale rather than a rigid, metrics-only methodology.

• Self-starter who will build and work their own territory rather than wait on inbound or SDR handoff.

• Confident communicator with strong relationship-building skills and excellent time management across multiple concurrent opportunities.

• Experienced proactively approaching prospects across phone, email, text and in person.

• Able to travel regularly to customer locations including regional or less-accessible locations where driving may be required.

• Based in or able to relocate to New York within easy commuting distance to work from our Brooklyn (DUMBO) HQ.

It's a Bonus if You Bring:

• A direct connection to the food, restaurant or distribution industry, whether through family, prior work, or a previous sales role selling into that world.

• Experience in a founding, first-hire or early go-to-market role.

• Comfort working closely with SDRs on shared pipeline, including informally coaching or shaping how they qualify.

• Prior experience selling technology into operations-focused, non-technical buyers.

• Fluent Spanish is a bonus.

Fresho Perks and Benefits

• Employee Share Option Plan (ESOP) so you can share in Fresho’s success 📈

• Time Off that supports balance: 20 days PTO + 10 days sick leave + 11 public holidays per year🌴

• 🏥🦷 🌱 Benefits:

  • Medical coverage with a choice of Cigna PPO plans; our benefits package currently includes a base medical plan option fully funded by Fresho for individual coverage

  • Tax-advantaged health accounts access (HSA/FSA/Dependent Care/Commuter benefits)

  • Fertility support + Fresho funded life insurance through our benefits package

  • Dental and vision coverage, with company contributions

  • 401(k) retirement plan access

• LinkedIn Learning Subscription with weekly work time dedicated to growing new skills

• Mentoring program to help you grow and exceed your potential

• Procaffeinating Wednesdays where the coffee’s on us + in office coffee machines ☕, weekly fresh fruit and snacks in the office

• Regular socials (with snacks and drinks of course!)

• Fresho merch so you can look sharp in our branded swag

• Referral bonuses - invite your friends and get paid for it!

• Employee Assistance Program (EAP) to support your mental health and wellbeing 💚

• CEO Book Club where role related e-books are on us