Growth - Retailers

🟣 About Airgoods

Airgoods is building the future of food and beverage distribution.

Today, we help thousands of independent grocers and specialty food stores (like Westside Market, Butterfield Market, and Epicurus Gourmet) discover, order and sell gourmet and emerging brands (like Fishwife, David, and Ghia).

We started in January 2023 and have since raised $7M from top investors like Y Combinator and Initialized Capital. We are a fully in-person company, with an office near Madison Square Park in New York City.

👋 Who you’ll work with

Elian (co-founder and COO): Elian studied Economics at Yale, played on the soccer team alongside Paolo and captained the team for two years. He also worked with Aaron at an emerging VC fund for 1.5 years of his time at Yale. Grew up in Asia and Europe before moving to Milwaukee before college.

Aaron (co-founder and CEO): Aaron studied Economics at Yale, where he met Elian and Paolo. After Yale, he worked at an emerging VC fund in New York with Elian; that fund would later write the first check into Airgoods. He grew up helping his dad run the wholesale side of a brick & mortar retail store in Portland, Maine.

Paolo (co-founder and CTO): Paolo studied Computer Science and Economics at Yale. Previously worked as a software engineer at his brother’s startup Momence (YC S20). Grew up in Brazil before coming to the US for college. Played soccer at Yale and loves sports.

You’ll also collaborate closely with growth & ops teammates Andrés, Pradnaya and Tomas and our engineering team Emilio, Steven, Evan, and Jake.

🏗️ About the role

Retailer Growth at Airgoods is responsible for driving GMV growth with our most important retailers - from high-performing independents to multi-location grocery businesses. You will be the first hire on our Retailer Growth team, building a new function that we plan to grow aggressively over the next 6-12 months, and you’ll work extremely closely day-to-day with Elian (Co-Founder and COO).

This role is essential to growing the demand side of our marketplace: you’ll do this by owning relationships with buyers, driving product adoption, and ensuring retailers have a world class user experience. You’ll both define and execute the playbook for driving retailer growth.

Account management in the grocery industry is changing fast. We operate in the physical world, and the solutions of the future will combine real human relationships with self-improving AI agents. We’ll use agents to move faster and generate insights sooner, so that we can invest more into the work that thrives on human connection.

In This Role, You Will

• Own a portfolio of top retailers, including multi-location accounts, with clear GMV and growth targets
• Drive repeat ordering and increased spend through proactive outreach, recommendations, and strategic account planning
• Build strong, authentic relationships with buyers via email, text, and calls - becoming a trusted partner in their purchasing decisions
• Use AI to eliminate the operational work: order follow-ups, delivery communication, invoicing, and performance tracking
• Surface insights from retailer conversations to inform product, engineering, growth initiatives, and company strategy

What Success Looks Like

• Increasing spend across your portfolio (your primary KPI)
• Your accounts consistently adopt key product features
• You maintain high-quality, consistent communication with retailers
• You have deep understanding of your retailers' businesses, purchasing behavior, and workflows
• You use AI agents to eliminate manual operations, unlocking speed and insights

🚀 Who you are

• You enjoy building authentic relationships and care about helping customers' businesses succeed
• You're curious about innovation in the physical world - blending AI tools with physical products, spaces, and operators
• You want to build and define a new function, not just execute within an existing playbook
• You get excited about specialty food and beverage - you're the kind of person who enjoys browsing the shelves of your local cheese shop

🛠️ What you bring

Must haves

• Strong work ethic – we move fast and work hard, pushing late nights or weekends when needed to hit ambitious goals. We care deeply about what we're building and support each other through the pace.
• Bias for action - you move quickly, experiment thoughtfully, and make decisions with impact in mind.
• Ownership mentality – you take full ownership of results and hold a high bar for quality in everything you do.
• Team player - you play for the front of the jersey.

Bonus Points

• Experience in account management, customer success, sales, or a similar client-facing role
• You've sold to grocery or other retail businesses
• You've worked at a startup or marketplace

🎁 What we offer

• $90k - $150k
• 0.01% - 0.2% equity in Airgoods
• Medical, dental, and vision insurance.
• Unlimited PTO + two team offsites per year.
• Expensed dinner in the office Monday - Thursday.
• $400 / month wellness stipend to encourage you to invest in your health.
• Commuter benefits to get you to and from the office.
• A tight-knit, ambitious team building a generational company together.

Don’t see a perfect fit?

Reach out anyway – exceptional talent always has a home at Airgoods