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$155K–$191K/yr
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The Director of Digital Off-Premise & Catering owns how sweetgreen shows up for guests who are not walking into our restaurants. Sitting on the Commercial Leadership team, this role owns a single off-premise P&L spanning three connected businesses: catering and B2B workplace programs, third-party marketplace channels including DoorDash, Uber Eats, and Grubhub, and the partner ecosystem that supports both, including ezCater and Fooda. The Director leads a small team across catering and marketplace, sets the multi-year roadmap for how off-premise scales across our restaurant footprint, and is accountable for revenue, margin, and guest experience in every channel where someone orders sweetgreen on third-party platforms. This role partners across Operations, Merchandising, Marketing, Culinary, Finance, Tech, and Legal to remove friction, and is sweetgreen's most senior voice with our largest digital and catering partners. This role is based in-person a minimum of 4 days per week at our Los Angeles Support Center.
You will:
Own the off-premise P&L and channel strategy: Set the annual and multi-year growth strategy across catering, B2B, and marketplace, own revenue forecasting, pricing, promotional investment, and margin performance, and bring a clear point of view on the non-obvious tradeoffs between visibility, volume, and profitability to executive leadership
Set marketplace strategy across all platforms: Define sweetgreen's multi-year positioning on DoorDash, Uber Eats, Grubhub and ezCater, own the marketing budget and the promotional architecture that drives incremental volume without structurally eroding margin, and set the brand and quality standards our storefronts are held to
Grow and own the partner portfolio: Serve as the senior relationship owner with platform and workplace partner teams, negotiate commercial terms alongside Legal and Finance on commissions and contracts, and source and launch new B2B partnerships while deepening existing relationships
Lead catering operations and sales at scale: Direct daily catering operations to execute flawless deliveries, partner with Restaurant Operations and Logistics on the labor models, order flow, packaging, and service standards that let catering scale without disrupting the in-restaurant experience, and build the lead generation and sales enablement engine that wins and retains enterprise and local B2B accounts
Set the measurement standard: Define the KPIs and the evaluation methodology sweetgreen uses to judge off-premise success, and translate performance into evidence-based calls on incrementality, cannibalization, and brand halo for executive leadership
Partner with Marketing and Culinary to grow demand: Co-develop segmented acquisition and retention strategies for corporate and consumer customers, and shape menu, packaging, LTO, and merchandising decisions so every off-premise storefront reflects sweetgreen's quality standards and brand voice
Lead the team and the operating system: Develop and lead a high-performing team across catering and marketplace, hold agency partners accountable through your team, and build the cross-functional forums that keep off-premise moving
Desired traits:
Commercial builder: You have taken a channel or business line from early stage to meaningful scale, and you can point to revenue growth that was directly attributable to your work
People leader and coach: You develop diverse teams, and create clarity for others in ambiguous, fast-moving environments
Strategist with data-driven instincts: You cut through ambiguity and develop a clear point of view where one does not yet exist, then build the framework that proves it
Range from strategy to execution: You flex from hands-on contributor to cross-functional leader depending on what the day requires, and you are equally comfortable on a partner call, in a strategy session, or pitching a new idea internally
Executive communicator: You present complex tradeoffs with clarity grounded in facts, influence senior leaders on matters of significance, and represent sweetgreen credibly with external partners
Adaptable problem solver: No two days look alike, and no two projects repeat, and you thrive on that pace and challenge
Effective at influencing and negotiating: You enjoy working cross-functionally to navigate internal challenges, and you effectively negotiate with external partners
Genuine passion for food and technology: You are energized by scaling a business that lives at the intersection of the physical and the digital
Desired experience:
12+ years of experience across digital channel management, third-party delivery, catering, partnerships, or commercial growth, including time in a high-growth environment where you scaled a business from small to large
5+ years hiring, managing, and leading teams, including leading through other managers
Demonstrated ownership of a revenue line or P&L, with a track record of significant, directly attributable revenue growth
Working knowledge of third-party marketplace economics, including commission structures, promotional investment tradeoffs, and how platform mechanics affect margin, sufficient to set strategy and challenge your team's recommendations
Proven expertise in cross-functional leadership and in negotiating and representing a company externally with commercial partners at the executive level
Restaurant, fast casual, or high-volume retail experience preferred
This role requires the individual to work onsite in Los Angeles 4 days per week
Come join the sweetlife!
About sweetgreen
sweetgreen is on a mission to build healthier communities by connecting people to real food. We passionately believe that real food should be convenient and accessible to everyone. Every day in each sweetgreen, our 3,500 team members make food from scratch, using fresh ingredients and produce delivered that morning. And in our local communities, we’re committed to leaving people better than we found them. We’re in the business of feeding people, and we’re out to change what that means.
sweetgreen provides equal opportunities for everyone that works for us and everyone that applies to join our team, without regard to sex or gender, gender identity, gender expression, age, race, religious creed, color, national origin, ancestry, pregnancy, physical or mental disability, medical condition, genetic information, marital status, sexual orientation, any service, past, present, or future, in the uniformed services of the United States (military or veteran status), or any other consideration protected by federal, state, or local law.
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