Sr. Manager, Office Channel: East

Cumulus Coffee is redefining how premium coffee is delivered in the workplace.

Our patented system enables offices to serve exceptional cold brew, nitro cold brew, espresso, and iced lattes in under a minute with minimal operational complexity. By combining premium coffee with a compact, easy-to-operate system, Cumulus helps employers elevate the workplace experience while creating recurring revenue through a scalable machine and consumables platform.

Cumulus is building a national Workplace business through a network of Office Coffee Service (OCS) distributors and strategic channel partners. We are looking for an experienced channel leader to help build, activate, and grow that network across the Eastern United States.

This is a foundational role for someone who enjoys building partnerships, enabling sales teams, and creating repeatable go-to-market motions in an entrepreneurial environment.

We are hiring a Sr. Manager, Office Channel: East to recruit, develop, and grow Office Coffee Service distributors and strategic partners throughout the Eastern United States.

This position is focused on building indirect sales channels. Success will come from identifying high-potential distributors, onboarding new partners, training their sales organizations, and driving adoption of the Cumulus platform throughout their customer base.

You will work closely with distributor owners, sales leadership, account managers, service technicians, and executive leadership to ensure partners are equipped to successfully sell, install, and support Cumulus.

This is a highly visible role that combines channel development, partner enablement, business development, and field execution.

Travel will be an important part of the position as you will regularly conduct distributor visits, ride-alongs, customer meetings, product demonstrations, and sales training.

The ideal candidate has experience working with Office Coffee Service distributors, understands distributor economics, and enjoys helping partners build profitable businesses.

• Identify, recruit, qualify, and onboard new Office Coffee Service (OCS) distributors throughout the Eastern United States.
• Develop annual business plans with distributor leadership.
• Negotiate distributor partnerships and commercial agreements.
• Expand Cumulus coverage through new regional and national partners.
• Build strong executive relationships with distributor owners and leadership teams.

• Train distributor sales representatives, account managers, and service technicians.
• Conduct joint customer visits and ride-alongs with distributor sales teams.
• Deliver product demonstrations and sales presentations.
• Launch distributor sales contests and promotional programs.
• Ensure partners have the tools, demo equipment, collateral, and product knowledge necessary to successfully sell Cumulus.
• Increase partner engagement, confidence, and sales effectiveness.

• Develop strategic growth plans for assigned distributor partners.
• Identify new market opportunities and priority customer segments.
• Support distributors in targeting office buildings, corporate campuses, co-working spaces, and workplace hospitality accounts.
• Monitor partner performance and implement improvement plans where necessary.
• Increase machine placements and recurring consumables revenue across the channel.

• Travel regularly throughout the Eastern United States to support distributor partners.
• Conduct regional sales meetings, customer tastings, and product demonstrations.
• Assist with key customer presentations and strategic opportunities.
• Support product launches, trade shows, and industry events.
• Help distributors accelerate adoption in new geographic markets.

• Serve as the primary advocate for distributor partners within Cumulus.
• Provide ongoing feedback regarding customer needs, competitive activity, pricing, and product opportunities.
• Help refine sales playbooks, onboarding programs, pricing strategy, and channel programs.
• Share market intelligence to improve product adoption and long-term channel success.

You are a relationship builder who understands that great channel partnerships are earned—not signed.

You enjoy helping other organizations become successful, and you know how to motivate distributor sales teams through education, support, and consistent engagement

You understand the Office Coffee Service industry, how distributor sales organizations operate, and what drives adoption of new products.

You are equally comfortable presenting to executive leadership, training a room of sales representatives, or spending the day in the field alongside a distributor account manager.

You thrive in startup environments where processes are still being built and every partner relationship can materially impact company growth.

• 5–10+ years of experience in Office Coffee Service, workplace coffee, foodservice, beverage equipment, or related B2B distribution channels.
• Demonstrated success recruiting, managing, or growing distributor and channel partner relationships.
• Experience working with Office Coffee Service distributors such as Canteen, Aramark, Compass Group, US Coffee, Premier, Refreshment Solutions, or regional OCS providers.
• Strong understanding of distributor sales organizations and channel economics.
• Experience delivering sales training, ride-alongs, and product demonstrations.
• Excellent relationship-building and executive communication skills.
• High ownership mindset with the ability to operate independently.
• Strong organizational skills and pipeline management discipline.
• Willingness to travel approximately 50–70% throughout the Eastern United States.

• New distributor partners recruited and activated.
• Revenue generated through Office Coffee Service partners.
• Machine placements across distributor accounts.
• Recurring consumables revenue generated through the channel.
• Number of distributor sales representatives trained and certified.
• Distributor engagement and partner satisfaction.
• Growth of active partner pipeline.
• Expansion into new geographic markets and strategic accounts.

• Play a foundational role in building the Workplace channel from the ground up.
• Work directly with executive leadership to shape the company's channel strategy.
• Build strategic partnerships with some of the largest Office Coffee Service distributors in the country.
• Sell an innovative, differentiated coffee platform with significant recurring revenue potential.
• Help define how Cumulus scales nationally through indirect sales.
• Join a fast-growing commercial organization with meaningful opportunities for career growth and leadership.