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Salary: USD 65,000 - 78,000 / annual
Odeko is an all-in-one operations and technology platform serving 20,000+ independent coffee shops, cafes, and food establishments. The platform enables customers to purchase supplies from hundreds of brands, track ordering trends, finance equipment, and access insurance—helping small businesses increase revenue, reduce environmental impact, and save on cost of goods and vendor management time.
You will own cross-sell and category-penetration performance for a regional portfolio of existing single-location accounts on the West Coast. This is a fully remote, digital-first selling role with minimal to no in-person visits. You'll identify white-space opportunities—categories or products customers aren't yet ordering—and run targeted, proactive campaigns to close those gaps using phone, email, in-app messaging, and SMS.
Key responsibilities include: identifying and executing cross-sell opportunities for assigned accounts; building remote outreach campaigns tailored to your region; selling pallet-quantity orders to out-of-radius and pickup-only customers on a freight model; recommending offers with account margin in mind; using CRM and reporting tools (HubSpot, Looker) to prioritize accounts; partnering with in-field Market Managers to maintain clean account ownership; surfacing feedback and adoption barriers to upstream teams; and tracking performance against category adoption, NPS, and revenue growth targets.
You'll report directly to the Chief Revenue Officer as one of the first two people establishing this function. Success is measured through category adoption and basket expansion, Net Promoter Score across your portfolio, and revenue growth from cross-sell.
Ideal candidates have 2–4 years in inside sales, account management, or customer success managing distributed account bases. Relevant backgrounds include distribution, foodservice, CPG, or subscription/tech-enabled services. You're comfortable with proactive, remote-first selling; have strong written and remote communication skills; are fluent with CRM tools and dashboard reporting; and bring a consultative mindset focused on what's right for the account and company margin. Nice-to-have experience includes coffee/beverage/small-business retail distribution or early-stage sales function building.
