Director, B2B Strategic Partnerships & Business Development

About the Team:

The B2B Operations team is responsible for scaling and delivering CookUnity’s new business verticals, such as Smart Fridge and Cold Meal programs, across corporate and healthcare environments. The team collaborates closely with B2C operations, product, and customer experience to ensure seamless execution, operational reliability, and scalable systems that support growth.

The role:

As Director, B2B Strategic Partnerships & Business Development, you will own and scale the partnership channels that drive CookUnity B2B's next phase of revenue growth. This is a senior, cross-functional role for a builder — someone who can develop GTM strategies for each partnership vertical, identify high-value opportunities, close anchor deals, and build the frameworks to scale them.

This role spans both our Healthcare and Corporate pods. You will develop the strategy and relationships for each vertical independently — building the playbooks, proving the model, and eventually scaling the team around you.

We provide the culinary platform and the infrastructure. You provide the partnership strategy, the relationships, and the leadership to bring it to scale.

Responsibilities:

Strategic Partnerships — Healthcare & Corporate

• Own partnership GTM across both healthcare and corporate verticals — developing the strategy, building the pipeline, and closing anchor deals per vertical.
• Healthcare Partnerships: Build relationships with payers, health systems, employer health programs, Food is Medicine platforms, GLP-1 platforms, and other channels where CookUnity's nutrition offering creates measurable clinical or financial outcomes.
• Corporate Partnerships: Identify and close deals with large corporations, enterprises, and businesses well-positioned to distribute our meals directly to their employees or members — including hospitality, stadiums, and other institutional channels.
• Platform & Distribution: Build partnerships with platforms and intermediaries that unlock volume at scale — through co-marketing, integrations, or channel distribution.

Enterprise & Institutional Sales

• Direct Enterprise Sales: Manage the full sales cycle for large corporations and institutional accounts, from C-suite engagement to contract execution and implementation.
• Institutional Market Expansion: Lead entry into new sectors — hotels, stadiums, hospitals, heavy industries — where opportunities exist or inbound signals warrant.

Playbook Development & Growth

• Short-Term — Solo Play: In the near term, this is an individual contributor role. You'll operate hands-on to build the GTM model, close early deals, and prove the playbook — likely paired with an Account Manager to support execution.
• Playbook Ownership: Build the repeatable frameworks for partnership development, onboarding, and account growth across healthcare and corporate channels.
• Long-Term — Team Building: Once the model is proven, hire and lead the partnership and account management team to execute at scale.

Cross-Functional Leadership

• Product Influence: Serve as the defining voice for the B2B product roadmap — ensuring the platform supports the needs of partnership-driven distribution (subsidies, complex billing, co-branded experiences, institutional requirements).
• Commercial Strategy: Collaborate on P&L and unit economics for the B2B vertical, defining pricing models and contract structures that ensure long-term profitability across partnership channels.

Qualifications:

• 10+ years of experience in strategic partnerships, business development, or enterprise sales leadership — with a track record of closing complex, large-scale deals.
• Demonstrated experience building and owning partnership channels from scratch — not just executing within an existing structure.
• Cross-vertical exposure required: experience across healthcare, corporate benefits, or institutional sectors strongly preferred.
• Proven ability to close deals with major platforms, Fortune 500 companies, or large institutional partners — navigating procurement, legal, and executive relationships.
• Builder mindset: You are comfortable creating a sales process and partnership framework before hiring a team to execute it.
• Strong GTM instincts: you understand pipeline, metrics, margins, and sales cycles — and can build the reporting and accountability structures to match.
• Excellent negotiation skills and comfort navigating the complexity of large-scale institutional and platform deals.

Learn More About CookUnity

We believe great leadership starts with alignment on vision, values, and ways of working. To give you deeper insight into who we are and what we’re looking for, we invite you to explore: CookUnity's Leadership Principles – The values and behaviors that guide how we operate, collaborate, and scale.

We hope this provides valuable insight into our culture and product vision. If this excites you, we’d love to connect!

Benefits

🩺  Health Insurance coverage

🌅 401k Plan

📈 We grow, you grow: Stock Options Plan granted on Day 1 

⛱ Unlimited PTO 

🗓️ 5- year Sabbatical: After 5 years with CookUnity, you get a 4-week paid sabbatical

🐣 Paid Family leave

🕯 Compassionate Leave: 3-5 days each time the need arises

🥘 A generous amount of CookUnity credits to enjoy our amazing meals, added to your account, monthly

🤖 AI-forward workplace: enterprise access to ChatGPT and Claude to help you work smarter and grow faster.

🧘🏽‍♀️ Wellness perks: access to fitness subsidies to build a healthy lifestyle

👩🏾‍🏫 Personalized Spanish coach

🚀 Awesome opportunity to join a company that is looking to change how we eat and how chefs work!

Compensation

• All final pay rates will be determined by the candidate's experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.
• Pay Range for this position: $170,000 - $190,000 base. - $270,000 - $290,000 OTE.