Your Role
Freshly cooked food. Everywhere. All the time.
With our robots, we’re transforming the way the world cooks and enjoys food. Through technology that supports the foodservice industry, reduces food waste, and elevates culinary quality to a new, scalable level. Accessible to everyone. Everywhere. Anytime. We give our all to make this happen – across every level, team and function.
As Lead Business Development | B2B Catering you are our strategic spearhead into the institutional catering market. This is not a team-building role first – it is a market-opening role. You operate with a high degree of autonomy, own a focused portfolio of high-value accounts end-to-end, and build the commercial foundation for goodBytz in one of our most strategically important segments: Gemeinschaftsverpflegung (institutional & contract catering). You own the function end-to-end: the team, the pipeline, the strategy.
These are the tasks you will be responsible for:
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**Market development institutional & contract catering: **Open and develop the institutional & contract catering segment for goodBytz.
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Strategic key account development: Identify, prioritize, and break open a focused set of high-impact, high-volume accounts lighthouse accounts in DACH – managing them end-to-end over long cycles. Creating the strategic access and early buy-in that makes a deal possible in the first place.
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End-to-end account ownership: You own your accounts from first contact through to live operation - there is no classic Sales handover. You accompany deals through all stages, stakeholder levels, and decision cycles.
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Target account strategy: Define which accounts we pursue and why – aligning around a sharp account strategy based on brand fit, volume, rollout potential, and unit economics. Priority: depth over breadth.
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Use cases & ROI: Shape compelling use cases and ROI narratives for executive-level decision-making – translating operational pain into long-term commercial partnerships.
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Partnerships & ecosystems: Build and activate partners to unlock strategic access and accelerate entry into priority accounts.
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Functional leadership: Act as a functional Lead (non-disciplinary) – sharing market knowledge, shaping go-to-market approach, and raising the commercial bar across the team. Team-building is not the primary mandate; market impact is.
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Cross-functional voice: Act as the voice of BD internally – aligning with Sales, Marketing, Product, and Leadership on priorities, feedback, and go-to-market positioning. Feed market intelligence from institutional & contract catering back into product and strategy.
Your profile
You’re passionate about innovative technologies, excited about the role, and ready to help us revolutionize the worlds of tech and culinary even further? Let’s get cooking!
These are the qualities helping you thrive in this role:
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**D****eep industry network & background in institutional catering: **You have a strong, active network in institutional and contract catering – with caterers, their enterprise clients, and/or adjacent ecosystem players. You speak the language of your customers and understand their operations from the inside. This is not a nice-to-have; it is the foundation of the role.
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Strategic BD & enterprise account wins: You've personally opened and developed large, complex, long-cycle accounts in B2B environments – creating access where there was none and building momentum with multiple decision-makers over extended timeframes.
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End-to-end ownership mindset: You are comfortable owning an account from cold outreach to live operations without passing off to a sales colleague. You think in partnerships, not transactions.
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Target-account thinking & discovery: You prioritize the right accounts, build sharp outreach strategies, and qualify based on value, urgency, and stakeholder reality.
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Commercial mindset: You shape compelling use cases, build business cases, and communicate ROI clearly to Ops, Culinary, and leadership audiences. You are comfortable structuring incentives around framework agreements and milestone-based commercial structures.
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Stakeholder navigation & partner muscle: You're confident multi-threading across buying centers and know how to turn partners into strategic access and an active channel.
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Functional leadership capability: You can act as a functional lead. Sharing expertise, shaping approaches, and elevating colleagues – without requiring formal line authority.
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Ownership & pace (incl. travel): You lead by example, take end-to-end responsibility, and travel regularly across DACH and beyond for customer meetings, demos, and pilots.
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German & English skills: You communicate clearly and convincingly in German and English (verbally and in writing).