GTM Strategy & Growth Associate

About this role

Who we are

At Picnic, we’re reinventing the way employees experience lunch at work. By partnering with top local restaurants and batching hundreds of orders, we make it easy for companies to offer high-quality, individually packed meals, without fees or tips. Our mission is to create a seamless, affordable, and joyful lunch experience that benefits both employees and employers.

What you’ll do

Inbound Lead Management

You are the first line of communication for prospects who are interested in Picnic. You will:

• Respond to inbound leads as they come in, in a timely manner.

• Qualify leads for AEs to ensure only relevant opportunities enter our AEs’ pipelines.

• Manage the lead pipeline in Salesforce, ensuring staging and notes are accurate.

• Handoff qualified leads to AEs with notes and suggestions to help move the deal through the pipeline.

Top-of-Funnel Pipeline Creation

You will create qualified sales opportunities for U.S.-based Account Executives and Growth Leads.

• Build targeted account lists across priority U.S. markets.

• Identify companies that fit Picnic’s ideal customer profile: office-based teams, meaningful employee density, no cafeteria, and a strong need for daily individual lunch.

• Find and verify relevant decision-makers, including Office Managers, Workplace Experience leaders, People / HR leaders, Facilities leaders, Executive Assistants, and Operations leaders.

• Run outbound across email, phone, LinkedIn, referrals, and other channels.

• Cold call prospects and qualify interest in real time.

• Book qualified meetings directly for U.S.-based AEs.

• Maintain clean CRM hygiene and structured notes so AEs can take meetings with full context.

Campaign Execution and Experimentation

• Launch outbound campaigns by city, vertical, building, company size, buyer persona, and use case.

• Test messaging around employee lunch benefits, office attendance, workplace experience, no-fee /no-tip delivery, funded lunch programs, and replacing fragmented DoorDash / Uber Eats behavior.

• Use AI tools to personalize outreach at scale without making it feel automated.

• Track which messages, personas, cities, and channels produce the highest-quality meetings.

• Share learnings with AEs and leadership so the broader team gets smarter every week.

• Sales Tooling, AI, and Process Improvement

• Use CRM, sequencing, enrichment, and prospecting tools to build and manage outbound motion.

• Work with tools such as Salesforce, LinkedIn Sales Navigator, ZoomInfo, and Clay.

• Use AI to improve account research, contact sourcing, email personalization, call prep, objection handling, and campaign testing.

• Identify workflow gaps and recommend better systems.

• Help create repeatable playbooks for sourcing, segmentation, outreach, qualification, and handoff.

AE Enablement and Meeting Preparation

• Prepare clear handoff notes that explain why the account is a fit.

• Summarize company size, office footprint, likely buyer, current lunch context, potential value drivers, referral paths, and recommended sales angles.

• Estimate opportunity size where possible.

• Help prepare simple client-facing cost analyses that compare Picnic to existing lunch options, stipend programs, delivery apps, or ad hoc catering.

What we’re looking for

Professional Background & Education

• Experience: 1–3 years in high-performance environments (Investment Banking, Consulting, Strategy, Ops, or B2B Sales).

• Education: Bachelor’s degree from a top university with a strong academic record.

• Skills: Exceptional English communication and a high-velocity work ethic.

Core Competencies

• Analytical: Expert in Excel/Sheets (modeling, pivot tables, funnel math); able to turn messy data into actionable insights.

• Sales/Comm: Resilient cold-caller comfortable with rejection; able to lead structured outreach and discovery with senior executives.

• Technical: Power user of AI tools (ChatGPT, Claude) and CRM/Sequencing stacks (Salesforce, Apollo, Salesloft, Clay).

Who You Are

• Commercial & Competitive: Driven by revenue, targets, and measurable output.

• Technical & Structured: You use automation for leverage and keep impeccable records.

• Precise & Curious: You prefer targeted segmentation over "spray and pray" and always ask "why."

• Low Ego: A high-ownership "engine" dedicated to helping the AE team win.

Why join…