[Hiring] Associate Director of Food Service @Every

Role Description

We're looking for a hands-on, entrepreneurial Associate Director of Food Service to build this channel from the ground up. Reporting to our Chief Revenue Officer, you will set the channel strategy, open doors with brokers, distributors, and group purchasing organizations, and spend real time with operators to learn where EVERY's proteins win. You will start as a team of one, shape the investment case for the channel, and grow into leading the team as the business scales.

What you'll accomplish

• Build the channel strategy: Define EVERY's food service go-to-market, including target segments (chains, independents, bakery, café, commissary, and campus dining), priority applications, route-to-market, pricing structure, and an annual channel plan with clear volume and revenue targets.
• Build the route to market: Select, onboard, and manage the partners that get EVERY onto operators' menus: food brokers and sales agencies, broadline and specialty distributors, redistributors, group purchasing organizations (GPOs), institutional caterers, and ordering platforms. Secure distributor listings, negotiate program and partner agreements, and drive pull-through so products move off the shelf, not just onto it.
• Win and grow operator accounts: Open doors with chain and multi-unit operators, from culinary and R&D teams to purchasing and leadership. Lead tastings, menu ideation sessions, and product trials, and convert them into menu adoption, limited-time offers (LTOs), and recurring orders.
• Be in the field with operators: Spend significant time in kitchens and at operator sites to gather direct feedback on performance, cost-in-use, and kitchen workflow. Use what you learn to assess product-market fit and uncover new applications where EVERY can play.
• Shape the product and offer for food service: Partner with R&D, Applications, and Product to translate operator needs into the right formats, pack sizes, specifications, and documentation (spec sheets, nutrition, allergen statements, preparation guides).
• Own the numbers: Manage the channel pipeline, forecast, and budget. Track sales, distributor depletions, and trade spend, and report progress against plan to the CRO and leadership team.
• Make the case for investment: Start as a one-person team, then build the business case for the people, marketing, sampling, and trade budget the channel needs. Recruit, lead, and develop the food service team as it grows.
• Represent EVERY externally: Be the face of EVERY at industry events, distributor food shows, and partner sales meetings. Train broker and distributor sales teams so they can sell EVERY's proteins confidently.
• Collaborate cross-functionally: Work closely with Marketing, Supply Chain, Quality/Regulatory, and Finance to deliver a seamless experience, from first sample to on-time delivery.

Qualifications

• 8+ years of food service sales or commercial experience, including at least 3 years owning a food service channel or national accounts for an ingredient or food manufacturer.
• Demonstrated track record of growing food service revenue, with results you can quantify (accounts won, distribution gained, volume or revenue growth).
• An active network of relationships with food service brokers, broadline and specialty distributors, GPOs, and chain operators, which you can put to work from day one.
• Deep understanding of how food service works: distributor and broker economics, program and deviated pricing, line reviews, pull-through, trade spend, and how operators make menu and purchasing decisions.
• Experience selling to both culinary and purchasing decision-makers, and comfort leading a tasting or menu ideation session alongside a chef.
• Entrepreneurial and hands-on: you have built or relaunched a channel before and are comfortable being a team of one while setting strategy and doing the work.
• Strong business acumen: able to build a channel plan, P&L, forecast, and investment case, and to present it to leadership.
• Exceptional communication, negotiation, and relationship-building skills.
• CRM experience (HubSpot).
• Willingness to travel extensively (approximately 50%) to operators, partners, and industry events.
• Bachelor's degree in Business, Hospitality, Culinary, Food Science, or a related field, or equivalent experience.
• Authorized to work in the United States.

Nice-to-have (but not required)

• Experience with egg products, proteins, bakery ingredients, or other specialty or alternative ingredients in food service.
• Established relationships with key decision-makers at major foodservice operators, including Aramark and Compass Group, and leading broadline distributors.
• Experience launching a new or category-creating product into food service.
• Culinary training or a background working in professional kitchens.
• Experience in high-growth or startup environments where speed and adaptability are essential.
• Experience with K-12, college and university, or healthcare food service programs.
• Familiarity with sustainability and clean-label claims in food service menus.

Benefits

• Comprehensive benefits: 100% medical, dental, and vision coverage, 401k matching, and stock options.
• Tasty perks: Weekly catered lunches.
• Customizable options: FSA, HSA, Commuter, Pet Care, and additional life insurance.
• Work-life harmony: Flexible PTO and 10+ paid company holidays per year.
• Onsite conveniences: Free parking and unlimited gym access.
• Energizing refreshments: Unlimited sparkling water, granola bars, snacks, local coffee, and tea.
• Exciting socials: Themed happy hours and quarterly company outings.
• Open communication: Monthly all-hands meetings and direct access to CEO and leadership.
• Ideal location: Close to Daly City BART and Caltrain stations.