Director of Partner Growth

Director, Partner Growth & Strategy
Classification: Exempt (Salaried)
Reports to: SVP Business Development
Role Summary
inKind is looking for a Director of Partner Growth & Strategy to build the strategy, systems, technology, and playbooks that power our Account Management organization.
Our Account Managers own relationships with inKind's restaurant partners and play a critical commercial role—helping partners maximize their relationship with inKind, secure additional funding, add locations, renew, and grow over time. Account Managers report directly to our Regional Sales Managers, giving them strong day-to-day sales leadership, coaching, and support.
This role is designed to complement that structure.
The Director of Partner Growth & Strategy will not directly manage the Account Management team. Instead, this person will own how Account Management works: developing the processes, sales methodologies, technology, data, training, product improvements, and partner experiences that allow our Account Managers to become more effective and our restaurant partnerships to become more valuable over time.
This is a highly cross-functional role sitting at the intersection of Sales, Account Management, Product, Operations, and Technology.
The right person will approach Account Management not simply as a relationship-management function, but as a scalable growth engine. They will constantly ask: What are our best Account Managers doing differently? How do we turn that into a repeatable process? What should we automate? What should we build? What data should trigger action? And how do we make every Account Manager better?
What You'll Own
Build the Account Management Operating System
Develop and continuously improve the processes, tools, and methodologies used across the Account Management organization.
Create repeatable playbooks for key partner growth motions, including:
Renewals
Additional funding
New and sister-location expansion
Partner referrals
Slow-redemption intervention
High-performing partner expansion
At-risk partner recovery
Adoption of new inKind products and offerings
Define the triggers, data, messaging, collateral, objection handling, workflows, and expected outcomes associated with each motion.
Identify what our highest-performing Account Managers do differently and turn those behaviors into repeatable practices across the organization.
Own the Partner Lifecycle
Design the ideal restaurant partner journey from initial funding through onboarding, activation, growth, additional funding, renewal, and expansion.
Determine which partner interactions should be relationship-driven, technology-enabled, or fully automated.
Build proactive, data-driven engagement strategies so Account Managers know which partners need attention, why they need attention, and the highest-value action to take next.
Partner with Sales and Operations leadership to continuously reduce friction throughout the partner lifecycle.
Improve Account Management Sales Effectiveness
Build the sales methodology used by Account Managers to sell renewals, additional funding, additional locations, and other products.
Develop pitch frameworks, business reviews, partner-facing materials, objection-handling guides, and other tools that increase conversion.
Partner with Regional Sales Managers to identify coaching opportunities and translate successful field tactics into organization-wide best practices.
Design training and certification programs that continually improve Account Manager commercial capabilities.
Develop structured experiments to test new messaging, offers, processes, and sales techniques—and scale what works.
Drive Technology & Automation
Partner with Product, Engineering, Salesforce, and Operations teams to make Account Management increasingly technology-enabled and scalable.
Identify manual activities that can be automated or moved into self-service experiences.
Help develop systems that proactively identify opportunities and risks across the restaurant portfolio, including:
Partners eligible for additional funding
Upcoming renewal opportunities
Newly opened or missing locations
Changes in redemption or sales pacing
At-risk accounts
Expansion opportunities
Partners requiring intervention
Help define the vision for an Account Management "cockpit" that allows each AM to quickly understand where to focus their time and what action to take.
Help Shape the Partner Product
Serve as a structured voice of the restaurant partner within inKind.
Develop systems for capturing and categorizing partner feedback, objections, product requests, and operational friction.
Partner closely with Product leadership to translate restaurant feedback and Account Manager insights into actionable product opportunities.
Play a key role in shaping the continued development of the inKind Partner Portal and other restaurant-facing technology.
Use data to quantify partner friction and product opportunities rather than relying solely on anecdotal feedback.
Build the Measurement Framework
Develop the KPIs and reporting required to understand Account Management effectiveness and partner health.
Measure performance across areas such as:
Renewal rate
Incremental funding
Location expansion
Partner engagement
Funding eligibility and conversion
Credit pacing
Time from opportunity identification to close
Portfolio growth
Partner retention
Create visibility into performance across Account Managers, regions, partner segments, and lifecycle stages.
Use these insights to identify opportunities for improvement in people, process, product, and technology.
How You'll Work
This role will operate as the connective tissue between our Account Managers and the teams building the systems around them.
Regional Sales Managers will continue to own the day-to-day management, coaching, and commercial performance of Account Managers.