About this Inside Sales, East role at Odeko
About Us
Odeko is the all-in-one operations and technology partner to more than 20,000 independent coffee shops, cafes and other food establishments.
Through the Odeko web portal and mobile app, customers can purchase supplies from hundreds of national and local brands, track ordering trends, finance equipment, and access insurance. Customers that use Odeko can increase their revenue, reduce their environmental footprint, and save significantly on their cost of goods and time spent on vendor management.
Odeko is on a mission to continuously develop technology to champion your neighborhood cafes, coffee shops, and other independent F&B establishments.
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 Inside Sales Representative owns proactive cross-sell and category-penetration performance for a regional portfolio of smaller-revenue, single-location accounts: customers who already order from Odeko but aren't buying across the full range of categories available to them.
This is a fully remote, digital-first selling role with very few to no in-person visits. Success means knowing how to build customer trust and grow revenue entirely through phone, email, in-app, and other remote channels, and doing it proactively rather than waiting on inbound requests.
This is a build role: you'll be one of the first two people establishing this function, reporting directly to the Chief Revenue Officer while it's being established.
Key Responsibilities
- Own cross-sell and category-penetration performance for an assigned regional portfolio (East Coast) of existing single-location accounts.
- Identify white-space opportunities per account — categories or products a customer isn't yet ordering — and run targeted, proactive campaigns to close those gaps.
- Build and execute remote, digital-first outreach (phone, email, in-app, SMS) suited to your region's customer base; there's no in-person coverage, so channel and cadence choices matter.
- Sell pallet-quantity orders into accounts that sit outside Odeko's local delivery radius — identifying which out-of-radius and pickup-only customers can be served profitably on a pallet/freight model, sizing the order to make the freight work, and building a repeat ordering cadence with them.
- Recommend cross-sell offers with account margin in mind, not just top-line revenue.
- Use CRM and reporting tools (HubSpot, Looker or similar) to prioritize which accounts and moments are worth the outreach.
- Partner with in-field Market Managers and Market Operations to keep account ownership clean as customers move between remote and field coverage.
- Surface recurring feedback, objections, and category-adoption barriers to Marketing and Category teams so upstream teams can act on patterns, not just individual cases.
- Track your own performance against category adoption and satisfaction targets, and refine your approach based on what's working.
What Success Looks Like
Performance in this role will be measured through:
- Category adoption / basket expansion across your portfolio
- Net Promoter Score (NPS) across your portfolio
- Revenue growth from cross-sell within your portfolio
Key Partners
- Market Operations
- In-field Market Managers and Regional Sales leadership
- Marketing Communications / Category teams
What We're Looking For
- 2–4 years in inside sales, account management, or customer success for a distributed account base: backgrounds in distribution, foodservice, CPG, or subscription/tech-enabled services are all relevant.
- Comfortable running a proactive, remote-first selling motion
- Strong written and remote communication skills; comfortable selling entirely through phone, email, and digital channels.
- Fluency with CRM tools (HubSpot or similar) and comfort using dashboards (Looker or similar) to prioritize a book of accounts.
- A consultative mindset: comfortable recommending what's right for the account and for Odeko's margin, not just pushing volume.
Nice to Have
- Experience in coffee, beverage, or independent/small-business retail distribution.
- Experience in a newly-formed or early-stage sales function
Compensation for this role is $65,000 base + OTE $78,000
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.
