Inside Sales Representative, East

Summary

Odeko is an operations and technology partner serving independent coffee shops, cafes, and other food establishments. The Inside Sales Representative will proactively grow revenue across an assigned East Coast portfolio through cross-selling, category expansion, pallet-order sales, and remote digital outreach. The role will also use CRM and reporting tools to prioritize accounts and collaborate with field, operations, marketing, and category teams.

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

Skills

• 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
• Experience in coffee, beverage, or independent/small-business retail distribution
• Experience in a newly-formed or early-stage sales function

Qualifications

Must Haves

• 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 Haves

• Experience in coffee, beverage, or independent/small-business retail distribution
• Experience in a newly-formed or early-stage sales function

Benefits

• Commission
• Healthcare benefits
• Opportunity for equity
• Fast-paced environment and growth opportunities
• Career enhancement opportunities