Director, Enterprise Sales

About Us

Odeko is on a mission to champion your neighborhood cafes, coffee shops, and other establishments through technology. Whether we’re saving small business owners hours every week with our tech-based operating platform, reducing CO2 emissions by consolidating deliveries, or developing a user experience that makes every new customer feel like a regular, Odeko supports our small business partners from open to close. Local coffee shops and cafes are the backbone of any given community, and we’re here to help manage the day-to-day tasks with a platform so intuitive, it’s kinda like magic.

The Odeko team is diverse, passionate, and innovative. Our 400+ employees are spread across numerous departments and business lines, but are single-minded in our mission to develop technology to support the many needs of our customers. We believe that small businesses need support now more than ever, and that Odeko is uniquely positioned to provide that support.

The Director of Enterprise Sales and Account Management will lead the strategy and execution of our enterprise-level customer acquisition and retention efforts. Reporting to the Chief Supply Chain Officer, this leader will manage regional sales teams, oversee strategic account management, and ensure top-tier performance across the enterprise segment.

Key Responsibilities:

Strategic Leadership & Team Management (70%):

• Lead and coach a team of enterprise sales managers and account managers, fostering high performance and professional development.
• Establish clear sales and retention targets and manage performance against KPIs including quota attainment, expansion revenue, churn rate, and customer satisfaction.
• Conduct weekly 1:1s and monthly development sessions to align on priorities, unblock issues, and build long-term growth plans.
• Partner cross-functionally with Customer Support, Marketing, Operations, and Product to deliver a seamless customer experience.

Sales & Account Management (30%):

• Drive acquisition of net new enterprise accounts and manage key strategic customers, ensuring expansion of wallet share and contract renewals.
• Identify whitespace opportunities and lead upsell and cross-sell efforts across the portfolio.
• Use data and market insights to inform strategic decisions and forecast performance.
• Ensure effective onboarding, success planning, and relationship management for all enterprise accounts.

Qualifications:

• 7+ years of sales and or account management experience, with at least 3 years in a senior leadership role. Preference to more experience in sales than account management or customer success.
• Proven track record of managing enterprise sales teams and scaling revenue in a food service distribution environment or within a food technology space.  
• Experience and knowledge within the coffee and cafe vertical is a plus but not a requirement.
• Excellent analytical skills with the ability to make data-driven decisions.  You need to be very comfortable using an enterprise CRM, Slack, Excel and the Google Suite.
• Strong executive presence with exceptional communication and collaboration skills.
• Experience working cross-functionally in a fast-paced and evolving organization.

Location Requirements:

This is a national role. Candidates are preferred to reside in one of the core market areas; (NYC, Dallas, Austin, Houston, Los Angeles, Denver, Seattle or Miami) and be willing to travel as needed to support teams and key customers.

Compensation:

Target salary range for this position is $140,000-$160,000 base, plus commission.

What you’ll love about Odeko:

• Fast-paced environment and growth opportunities - plenty of room for you to directly impact the company and enhance your career!
• Competitive compensation, healthcare benefits, and opportunity for equity
• Other great perks -  Full lists of benefits available upon request

Odeko is proud to be a diverse, equitable, and inclusive employer. We encourage all to apply regardless of educational background, race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender, gender identity or expression, or veteran status.