Sales Director, UK B&I

Grow Kanpla's largest market

The UK is Kanpla's largest market. Contract caterers already use our technology platform to run their sites and strengthen the propositions they take to their own clients. We are hiring a UK Sales Director to turn that position into further growth across workplace catering, also known as business and industry.

You will be responsible for both new business and expansion: winning new contract caterers, then growing existing customers across more sites, contracts and Kanpla products.

This is a senior individual-contributor role. You will run complex sales processes yourself while helping shape how Kanpla approaches the UK market. You will be onboarded by the person who built our UK sales motion and work closely with our VP Sales and CEO.

About Kanpla

Kanpla is software for contract caterers. Ordering apps, POS and self-service kiosks, tray scanners and digital signage all come together on one platform.

What started as a school project now serves more than 800,000 users across 5,000+ locations in 14 countries. We work with operators including Compass Group, Aramark, ISS, WSH, Thomas Franks and Bennett Hay, and we are a team of more than 65 people.

Our customers use Kanpla to run smoother food-service operations, improve the dining experience and reduce food waste. In the UK, our platform also helps caterers win and retain their own clients by making technology part of a stronger service proposition.

How we work

• We grow fast and set high targets.

• We care about product detail, because caterers use what we build every service.

• We like food service and want people who are curious about how it works.

• We decide quickly, learn from mistakes and fix things fast.

• We are one team across several countries and spend time together at off-sites twice a year.

The role

Contract-catering sales rarely come down to one person saying yes. A deal may involve procurement, operations directors, chefs, IT teams and the caterer's client. It may begin with one site, form part of a wider tender or grow across multiple contracts over time.

You will guide those opportunities from the first conversation to a signed agreement. In tender situations, you will work alongside the caterer through demonstrations, site visits and bid content, helping them present Kanpla as part of their offer.

You will also develop our existing customer relationships. That means understanding where Kanpla can create more value, finding opportunities across additional sites and products, and building support with the people who influence each decision.

Signing the contract is only part of the job. You will work closely with delivery, customer success and product colleagues so expectations are clear and what you sell goes live as agreed.

What you will do

• Build and manage the UK B&I pipeline across new and existing contract caterers.

• Run the full sales cycle, from prospecting and discovery to commercial terms and signature.

• Win new contract caterers, from national groups to regional operators, and grow existing customers across more contracts, sites and products.

• Build relationships with senior people at caterers and, where relevant, their clients.

• Support caterers in client tenders with demos, site visits and bid content.

• Work with delivery, customer success and product so what you sell goes live as agreed.

What you may bring

There is more than one route into this role. Strong candidates will bring most of the following:

• At least five years of B2B sales experience, including responsibility for deals from the first meeting through to close.

• A track record of progressing long, multi-stakeholder sales processes.

• The ability to build credibility with senior decision-makers as well as operational and technical teams.

• Comfort learning a broad technology platform in enough depth to sell it accurately.

• Experience in a smaller company or sales team where you contributed beyond your individual opportunities.

• A collaborative approach to delivery and handover. You care about what happens after the contract is signed.

• Experience coaching or leading other salespeople.

Experience selling to contract caterers, or working within contract catering, food service or foodtech, is a strong advantage. It is not a requirement if you can demonstrate relevant experience from another complex B2B environment.

We encourage you to apply if the core role sounds like a strong match, even if your experience does not cover every point.

What Kanpla offers

• Responsibility for UK workplace-catering sales in a market where Kanpla is already established.

• A mix of new business and account expansion across major and regional contract caterers.

• A competitive base salary and commission.

• Potential share options.

• Hybrid working from our London Bridge office.

• Two company off-sites or workcations each year.

• Close collaboration with our VP Sales, CEO and wider leadership team.

• The opportunity to influence how Kanpla approaches and grows its largest market.

Apply

If you know how to move complex B2B opportunities forward, build trust across different stakeholder groups and turn an established market position into further growth, we would like to hear from you.