Director, Enterprise Sales

Position Overview

• Location Type: National (Preference for candidates residing in NYC, Dallas, Austin, Houston, Los Angeles, Denver, Seattle, or Miami)
• Job Type: Full-time
• Salary: $140,000 - $160,000 base, plus commission

Odeko is seeking a Director of Enterprise Sales and Account Management to lead the strategy and execution of enterprise-level customer acquisition and retention. This role reports to the Chief Supply Chain Officer and involves managing regional sales teams, overseeing strategic account management, and driving performance in the enterprise segment.

About Odeko

Odeko champions neighborhood cafes, coffee shops, and similar establishments through technology. Their platform saves small business owners time, reduces CO2 emissions through consolidated deliveries, and enhances customer experience. Odeko's mission is to support small businesses with intuitive technology that manages day-to-day tasks. The team is diverse, passionate, and innovative, with over 400 employees dedicated to developing technology solutions for their customers.

Key Responsibilities

Strategic Leadership & Team Management (70%):

• Lead and coach enterprise sales managers and account managers, focusing on high performance and professional development.
• Establish and manage sales and retention targets, monitoring KPIs such as quota attainment, expansion revenue, churn rate, and customer satisfaction.
• Conduct regular 1:1s and development sessions to align priorities, address challenges, and plan for long-term growth.
• Collaborate with Customer Support, Marketing, Operations, and Product teams to ensure a seamless customer experience.

Sales & Account Management (30%):

• Drive the acquisition of new enterprise accounts and manage key strategic customers, focusing on increasing wallet share and securing contract renewals.
• Identify new opportunities and lead upsell and cross-sell initiatives across the customer portfolio.
• Utilize data and market insights to inform strategic decisions and forecast performance.
• Oversee effective onboarding, success planning, and relationship management for all enterprise accounts.

Qualifications

• 7+ years of sales and/or account management experience, with a minimum of 3 years in a senior leadership role. Preference for more experience in sales than account management or customer success.
• Proven success in managing enterprise sales teams and scaling revenue, preferably within the food service distribution or food technology sectors.
• Experience and knowledge within the coffee and cafe vertical is a plus.
• Strong analytical skills with the ability to make data-driven decisions. Proficiency in enterprise CRM, Slack, Excel, and Google Suite is required.
• Excellent executive presence, communication, and collaboration skills.
• Experience working cross-functionally in a fast-paced, evolving organization.

Location Requirements

• This is a national role.
• Candidates are preferred to reside in core market areas: NYC, Dallas, Austin, Houston, Los Angeles, Denver, Seattle, or Miami.
• Willingness to travel as needed to support teams and key customers.

Compensation & Benefits

• Target Salary: $140,000 - $160,000 base, plus commission.
• Competitive compensation package.
• Healthcare benefits.
• Opportunity for equity.
• Fast-paced environment with growth opportunities.
• Other great perks (full list available upon request).

Odeko is committed to diversity, equity, and inclusion.