Job Description

Director of Business Development - Campuses

Join to apply for the Director of Business Development - Campuses role at Robot.com .

Location

U.S. (Remote)

About The Role

The Director, Business Development, Campus Business leads the longterm growth strategy and national account sales execution required to scale Robot.coms presence across college campuses in the U.S. This role is responsible for developing and executing a strategy to meet deployment and revenue targets both nearterm and longterm. The focus is on national corporate account management, local campus activation, performance improvement, and revenue growth across the foodservice provider ecosystem including major Food Service Providers (Sodexo, Aramark, Compass) and meal delivery app companies such as Grubhub, Uber, and DoorDash. It also includes developing relationships with the colleges themselves, typically alongside the FSP.

Typical day activities include:

• Create and execute a strategy to reach campus deployment and revenue targets.
• Maintain relationships with senior leadership at partner organizations while supporting campuslevel contacts to drive approvals and successful launches.
• Collaborate with Operations to secure deployments, optimize performance, and address barriers quickly.
• Analyze campus performance data to identify trends, risks, and opportunities.
• Create updated economic models, marketing plans, and operational improvements that stabilize existing deployments and accelerate new campus penetration.
• Ensure continuous improvement across the deployment and activation funnel.
• Build and maintain a comprehensive campus deployment plan including prioritization, sequencing, and resource allocation.
• Work directly with campus leaders to move locations from interest to approval to deployment.
• Track progress and ensure pipeline health against growth targets.
• Expand campus access and deployment opportunities within multiple foodservice providers.
• Build account plans that identify decisionmakers, influencers, processes, and market opportunities across these organizations.
• Develop repeatable approaches for scaling campus deployments across regions and providers.
• Operationalize campuslevel advertising opportunities enabled through new agreements, ensuring compliance with approval processes and local campus policies.
• Obtain advertising approvals at various colleges in advance and provide the Sales team with current contact lists, requirements, and restrictions for each campus.
• Enable advertising initiatives for other sales team members and manage select campaigns independently when appropriate.
• Partner with Operations, Finance, Legal, and Marketing to ensure deployments are viable, compliant, and positioned for longterm success.
• Provide partner and campus insights that influence product improvements and marketing materials.
• Maintain accurate forecasting, territory planning, and CRM updates for all campus growth and advertising opportunities.
• Manage a small sales team of 13 people as the business grows.
• Report progress, risks, and mitigations to the CBO consistently and proactively.

Who you are

• A seniorlevel sales operator who thrives in large, matrixed environments and can navigate from the executive suite to ontheground campus leaders.
• Someone who combines relationshipbuilding with analytical rigor; youre equally comfortable pitching, modeling, forecasting, and troubleshooting.
• A senior strategist who can design a multiyear plan but also can, and is willing to, execute the daytoday grind and sweat the details required to unlock campus approvals and deployments.
• A manager who can recruit and lead a small team eventually, but is comfortable starting as a single contributor, rolling up your sleeves and doing the work yourself.
• A person who works well in fastmoving, ambiguous environments and knows how to create order, predictability, and momentum.
• A relationshipdriven leader with a reputation for trust, partnership, and followthrough.
• A person who sees long sales cycles not as a burden, but as a space to build durable, highvalue partnerships.

This job might be the right one for you if

• 8 to 10+ years of experience in sales, business development, or national account management within higher education, foodservice providers, hospitality, or similarly complex enterprise environments.
• 23 years management experience in Sales or Business Development (Partnerships).
• Demonstrated success scaling multilocation or multiregion partnerships with large, matrixed organizations.
• B2B Sales and/or Business Development (Partnerships) experience.
• Ideally some experience in the college or business campus and/or the food services or hospitality industry.
• High proficiency with CRM tools, especially HubSpot, including forecasting, pipeline management, and structured deal progression.
• Strong financial and analytical skills with the ability to build economic models, evaluate campus viability, and create persuasive business cases.
• Proven ability to navigate long sales cycles, influence crossfunctional stakeholders, and drive momentum in ambiguous environments.
• Strong presentation, negotiation, and relationshipbuilding skills.
• Ability to own strategy and execution simultaneously, balancing longterm planning with handson field activity.
• Ability to travel frequently for partner meetings and campus visits.
• A reputation for clarity, reliability, and building trust across internal teams and external partners.

Keep in mind

• This role is primarily remote, with the ability to travel to university campuses and partner locations as needed.
• Reasonable accommodations may be made to enable individuals with disabilities to perform these essential functions.
• The position may occasionally require lifting or moving lightweight robot components or related equipment, typically under 30 lbs, with or without reasonable accommodation.
• Final candidates must successfully complete a background check in accordance with company policy and applicable laws, given the roles access to campus environments and interactions with external partners.

Robot.com Culture & Values

At Robot.com, we believe in creating a dynamic and inclusive work environment that fosters diversity, collaboration, and innovation, while embodying our core values of Being Agile, Acting Resourceful, Thinking Disruptive, Creating Happiness, and Loving through service. We approach challenges with resourcefulness, always considering what is important and urgent, and quickly making decisions to address new situations. We use our creativity and ingenuity to disrupt the status quo and make the ordinary extraordinary, fostering a dynamic and joyful work environment that encourages engagement and creativity. Our actions are guided by our commitment to serving everyone with care, kindness, and fairness, constantly seeking to improve the ways in which we operate.

What we offer you

• Opportunity to join a fastgrowing startup and help shape and establish the companys industry leadership in robotic lastmile delivery.
• Competitive compensation package.
• Being part of one of the top Tech StartUps in Latin America that is operating in the U.S. market.
• Learn the best practices and methods that are useful in the startup world.

Seniority level

Director

Employment type

Fulltime

Job function

Business Development and Sales

Job Tags

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