Territory Manager, Philadelphia

The company is on a mission to transform how beverages are delivered and consumed. Our connected beverage platform eliminates the need for single-use bottles and cans, making it easy, fun, and sustainable to stay hydrated. As the category leader in IoT-enabled beverage technology, we're building a future where the company machines are everywhere people live, work, and connect. We've raised over $160M in venture capital, serve thousands of customers across the US, Canada, UK and Ireland, and we've been rapidly growing year over year, saving over 1 billion bottles from waste. In addition to driving hypergrowth with our current product line, the company is heavily investing in new product development.

As a Territory Manager (TM), you’ll own the performance of your territory, driving new sales, growing existing accounts, and building long-term partner relationships. You’re the face of the company in your market, balancing prospecting and relationship management to deliver consistent growth. You’ll focus heavily on the company’s Office Coffee Service (OCS) partners, deepening relationships, co-selling, and activating branches to source and close more opportunities.

Your Day to Day

• Set and execute a clear growth strategy, holding yourself accountable for bookings, expansion, and revenue goals

• Prospect, generate leads, and convert opportunities by engaging end customers and bringing them to the company’s OCS partners

• Visit partners regularly, lead joint sales blitzes, and strengthen collaboration to increase sourcing and co-selling

• Collaborate with the company’s Sales Enablement team to ensure OCS partners understand how to sell the company’s value proposition as effectively as you do

• Identify expansion opportunities and drive adoption of new the company products through partner channels

• Keep your pipeline, activities, and account notes clean, current, and accurate, ensuring full visibility into progress, forecasting, and performance

• Analyze activity, deal velocity, and partner performance to focus your time on the highest-impact opportunities

• Actively engage in ongoing sales and product trainings to sharpen your skills and stay ahead of evolving market and partner needs

• Lead customer meetings, demos, and events as the local brand ambassador

• Take ownership of results, communicate progress, and share learnings to help raise the bar for the team

• Serve as the primary point of contact for a defined set of high-priority customers, driving both retention and new business growth and creating an updating strategic account plans

• Identify and re-engage underperforming partners by running training refreshers, local blitzes, or targeted campaigns to reactivate their pipelines

• Build relationships with key decision-makers to uncover new locations, departments, or opportunities to expand the company’s footprint

• Create quarterly plans for assigned accounts and partner relationships, outlining goals for both expansion and new business, and track results in Salesforce

• Collaborate on partner education to ensure partners understand how to identify and close new the company opportunities

Requirements

• 3+ years of experience in territory or field sales with a track record of exceeding goals

• Reside in the greater Philadelphia, PA area

• Skilled in prospecting, lead generation, and closing deals

• Experienced in managing and selling through partners or distributors, OCS experience is a plus

• Analytical and data-driven in setting territory priorities

• Confident communicator and relationship builder who thrives independently

#LI-NP1

#LI-REMOTE

At the company, we believe compensation is a powerful tool to attract, retain, and grow talent. Our Compensation Philosophy centers on 5 principles:

• Market-driven - We anchor pay decisions in real-time market data

• Performance-based - We reward individual impact, not just tenure

• Equitable - We ensure fairness across teams, roles, and demographics

• Growth-focused - We invest in talent that scales with the company

• Total Rewards approach - We strategically balance base pay, bonuses, benefits, and equity

The posted compensation range reflects the salary* for this position. Some roles may be eligible for a commission plan or a bonus incentive. All the company employees receive equity in the form of stock options. All full-time employees are invited to participate in our Total Rewards plan, which includes health & medical benefits, flexible spending accounts, flexible PTO, and more. Offers to join the company are based on a few criteria, including the scope of the role, the candidate's work experience, targeted skills, internal equity of the team, and external market data.

*For Sales roles: The posted range reflects base salary plus commission which is the total potential on target earnings (OTE) for the position.

Pay Range

$143,650 — $169,000 USD

Benefits

• Comprehensive medical, dental and vision insurance plans with BlueCross BlueShield, 95% paid by employer

• 401(k) with company match

• Flexible PTO plus 12 company holidays, and additional paid days for sick leave, etc

• Generous fully paid parental leave for both birth parents and non-birth parents

• Fully employer paid disability and life insurances

• Wellness and fitness reimbursements

• Monthly stipends for cell phone use and commuting costs

• Onsite snacks, weekly catered lunch, and (of course) unlimited the company ... plus composting and terra-cycling, too

• Happy hours, team-building events, bagel breakfasts, Values awards - and more.

A note on AI in our hiring process : We use AI to help synthesize interview notes and surface themes from feedback, keeping our process consistent as we grow. Every application is reviewed by a member of our team, and interviews may be recorded to support note-taking, just let us know if you'd prefer we don't. We'll also ask how you're learning and experimenting with AI in your work. Growing our AI fluency is something every the company team member is committed to and invested in.

Our commitment to responsible innovation is reflected in our partnership with the  Mass AI Coalition , a collaboration that aligns with our dedication to community-driven progress and the future of technology.

We're passionate about supporting career growth and would love to be part of your professional journey. We also know that talent comes in many forms. We value individual accomplishments, specialized knowledge, and genuine passion over simply checking boxes on a requirements list. Whether you're a seasoned expert or an emerging talent, we're looking for people who are ready to build what's next. If any of our open positions interest you, we'd encourage you to apply!  A member of the company Talent team ' [link for members] ' will be reaching out about next steps if we would like to move forward.

Accommodations

The company is committed to an inclusive hiring process and we aim to provide accommodations for persons with disabilities. If you need any accommodations for the application or throughout the interview process please contact [link for members] .