Robot.com

Director of Business Development – Campuses

Robot.com

full-time

Posted on:

Location Type: Remote

Location: United States

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Job Level

Lead

About the role

  • Create and execute a strategy required to reach campus deployment and revenue targets.
  • Maintain relationships with senior leadership at partner organizations while closely supporting campus-level 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 our penetration of new campuses.
  • 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 individual 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 food-service providers.
  • Build account plans that identify decision-makers, influencers, processes, and market opportunities across these organizations.
  • Develop repeatable approaches for scaling campus deployments across regions and providers.
  • Operationalize campus-level 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 Robot.com Sales team with current contact lists, requirements, and restrictions for each campus.
  • Enable advertising initiatives for other members of the sales team and manage select campaigns independently when appropriate.
  • Partner with Operations, Finance, Legal, and Marketing to ensure deployments are viable, compliant, and positioned for long-term 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 1-3 people as the business grows.
  • Report progress, risks, and mitigations to the CBO consistently and proactively.

Requirements

  • 8 to 10+ years of experience in sales, business development, or national account management within higher education, food-service providers, hospitality, or similarly complex enterprise environments.
  • 2-3 years management experience in Sales or Business Development (Partnerships).
  • Demonstrated success scaling multi-location or multi-region 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 cross-functional stakeholders, and drive momentum in ambiguous environments.
  • Strong presentation, negotiation, and relationship-building skills.
  • Ability to own strategy and execution simultaneously, balancing long-term planning with hands-on 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.
Benefits
  • Opportunity to join a fast-growing startup and help shape and establish the company’s industry leadership in robotic last-mile delivery.
  • Competitive compensation package.
  • Being part of one of the top Tech Start-Ups in Latin America that is operating in the US market.
  • Learn the best practices and methods that are useful in the startup world.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
salesbusiness developmentaccount managementpipeline managementforecastingeconomic modelingdata analysisnegotiationrelationship managementstrategic planning
Soft Skills
leadershipcommunicationpresentationinfluencingproblem-solvingtrust-buildingcollaborationadaptabilityanalytical thinkingexecution