About us:
Foodsmart is the leading telenutrition and foodcare solution, backed by a robust network of Registered Dietitians. Our platform is designed to foster healthier food choices, drive lasting behavior change, and deliver long-term health outcomes. Through our highly personalized, digital platform, we guide our 2.2 million members—including those in employer-sponsored health plans, regional and national Medicaid managed care organizations, Medicare Advantage plans, and commercial insurers—on a tailored journey to eating well while saving time and money.
Foodsmart seamlessly integrates dietary assessments and nutrition counseling with online food ordering and cost-effective meal planning for the entire family, optimizing ingredients both at home and on the go. We partner with national and regional retailers across the U.S., many of whom accept SNAP/EBT, making healthier food more accessible. Additionally, we assist members with SNAP enrollment and management, providing tangible access to nutritious food. In 2024, Foodsmart secured a $200 million investment from TPG’s Rise Fund, which supports entrepreneurs dedicated to achieving the United Nations’ Sustainable Development Goals. This investment will help us expand our reach, particularly to low-income workers who are disproportionately affected by diet-related diseases.
At Foodsmart, our mission is to make nutritious food accessible and affordable for everyone, regardless of economic status. We are committed to a set of core values that shape our culture and work environment:
👥 Customer First - You start with the member and work backwards.
🚀 Make It Happen - You act with urgency, use data, and hold high standards.
🤝 One Team - You collaborate with respect and commit as a group.
Whether you're a dietitian, a commercial leader, or a technologist, working at Foodsmart means being part of a team that is passionate, supportive, and driven by a shared purpose. Join us in transforming the way people access and enjoy healthy food.
About the role:
The VP of Account Management will lead, coach, and scale a high-performing team of Client Development Executives (Account Executives) while driving the operational excellence required to protect and grow Foodsmart’s core revenue by 20%+. This role acts as the bridge between high-level strategy and daily execution, ensuring our hybrid AE/CSM model provides world-class service and value realization, while aggressively pursuing renewal and expansion opportunities within our top 20 accounts.
You will:
- Direct Management: Lead and mentor a team of 5-6 Account Executives, conducting weekly 1:1s focused on account health, professional development, and sales velocity.
- The "Player-Coach" Model: Directly manage 1–2 key accounts to stay grounded in the client experience and lead by example in the Account Executive hybrid workflow.
- Deal Strategy: Act as a "Deal Desk" for the team—reviewing renewal strategies, identifying expansions and helping Account Executives navigate complex contract negotiations.
- Performance Management: Define and track KPIs that balance the 50/50 split of Customer Success (retention/NPS) and Account Management (expansion/upsell).
- Ops Management: Oversee the Operations Lead to transform the Account Executive tech stack, operating rhythm, and reporting from reactive to proactive.
- Process Architecture: Standardize the "Account Executive Playbook," including onboarding, quarterly business reviews (QBRs), and renewal cycles to ensure a consistent "gold standard" across all 20 major clients.
- Forecasting: Own the accuracy of the Account Executive revenue pipeline and provide "no-surprise" visibility into pacing to goal. Responsible for SFDC hygiene, maintenance, and compliance.
- First-Line Defense: Serve as the primary escalation point for client friction, resolving issues before they require Executive intervention.
- Voice of the Customer: Synthesize feedback from the Account Executive team to provide the company with actionable insights on product gaps and market trends.
- Community and Advocacy: Architect an approach to turn our largest stakeholders into vocal brand advocates and facilitate peer-to-peer networking. Develop a forum to gather feedback for product, marketing, and revenue driving priorities.
People Leadership & Coaching (50%)
Operational Excellence (30%)
Strategic Escalation & Retention (20%)
You are:
- A seasoned leader of leaders who excels at coaching tenured, high-IQ professionals and driving performance within a senior-level team.
- A strategic "player-coach" who maintains a sharp pulse on the market by directly managing 1-2 key accounts and leading by example in complex client workflows.
- An authoritative executive presence capable of serving as a peer and trusted advisor to C-suite stakeholders within your largest global accounts.
- Operationally disciplined with a commitment to rigorous forecasting, CRM integrity, and the elimination of volatility within the revenue pipeline.
- A sophisticated problem-solver who de-escalates high-stakes client friction with composure and a focus on long-term partnership health.
- A growth architect dedicated to standardizing operational excellence and transforming reactive processes into a proactive, "gold-standard" playbook.
- An insightful advocate for the customer, skilled at synthesizing complex market feedback into actionable intelligence for product and marketing leadership.
You have:
- 10+ years in B2B account management or similar commercial function with at least 5 years specifically leading high-performing, senior-level teams.
- Experience managing significant revenue portfolios (ideally $50M+) and a demonstrated ability to move the needle on NRR (Net Revenue Retention).
- Deep expertise in both the Customer Success "value realization" side and the Account Management "commercial growth" side.
- Experience navigating complex, multi-stakeholder contracts and renewals exceeding $1M+ in annual value.
- Proficiency in Salesforce (SFDC) as a source of truth, with the ability to build dashboards and leverage RevOps data to drive proactive decision-making.
- A Bachelor’s degree in Business or a related field (an MBA is a significant plus).
- Familiarity with enterprise sales frameworks like MEDDIC, Challenger, or Sandler.
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