Vice President of Sales - Remote

Overview

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.

Odeko is hiring a Vice President of Sales to accelerate revenue growth across both foodservice distribution and technology solutions. This leader will build and scale the commercial engine across independent operators and larger enterprise accounts, bringing strong foodservice expertise, structured sales leadership, and a demonstrated ability to learn and adapt.

The VP of Sales will shape Odeko’s GTM strategy, lead and develop a growing team, and personally advance strategic opportunities. This is a hands-on leadership role in a fast-moving, high-growth environment.

Key Outcomes (First 12–18 Months)

• Targeted GTM Strategy: Define and operationalize segmentation and value proposition for both SMB and enterprise foodservice customers, ensuring clear messaging and positioning.
• Accelerated Revenue Growth: Drive faster top-line growth across distribution and platform offerings by winning new customers and increasing wallet share.
• Pipeline Strength: Maintain disciplined pipeline coverage, increase win rates, and shorten sales cycles.
• Platform Adoption: Grow attach and usage of Odeko’s platform across customer segments.
• Forecast Reliability: Deliver accurate forecasts that support leadership and board planning.
• Team Uplift: Develop, coach, and scale a high-performing sales organization.

Responsibilities

• Own and refine the GTM strategy for both independent operators (SMB) and multi-unit or enterprise customers.
• Lead, coach, and scale a regional and enterprise sales team to deliver bookings, expansion, and margin targets.
• Personally engage in late-stage deals and strategic enterprise opportunities.
• Drive a consistent and disciplined sales process including pipeline management, forecast calls, and win/loss analysis.
• Partner closely with Marketing, Product, and Finance to align messaging, campaigns, and commercial strategies.
• Identify opportunities for expansion into adjacent customer segments and build structured playbooks for entry.
• Establish clear performance metrics and manage to results with a data-driven approach.
• Foster a culture of learning and adaptability — encouraging experimentation, structured feedback loops, and rapid skill-building across the team.

Qualifications

• Must have: Significant sales leadership experience in foodservice, with exposure to both independent operators and enterprise / chain accounts.
• 10+ years of sales or sales leadership experience, including 3+ years in a senior leadership role.
• Track record of building and executing GTM strategies that drive sustained revenue growth.
• Experience selling both distribution and tech-enabled solutions (SaaS, platforms, or tools).
• Demonstrated learning agility — ability to adapt to new product types, segments, and GTM motions.
• Deep understanding of operator and distributor decision-making processes.
• Skilled in forecasting, pipeline management, and CRM execution.
• Hands-on leadership style; thrives in fast-paced, entrepreneurial environments.
• Strong communicator with executive presence and customer-facing experience.

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.