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About the Role
The Inside Sales Representative will own proactive cross-sell and category-penetration performance for a regional portfolio of smaller-revenue, single-location accounts. This is a fully remote, digital-first selling role focused on building customer trust and growing revenue through phone, email, in-app, and other remote channels.
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 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.
- Sell pallet-quantity orders into accounts outside Odeko's local delivery radius, ensuring profitability and building repeat ordering cadence.
- Recommend cross-sell offers with account margin in mind.
- Use CRM and reporting tools to prioritize outreach.
- Partner with in-field Market Managers and Market Operations to maintain clean account ownership.
- Surface recurring feedback, objections, and category-adoption barriers to Marketing and Category teams.
- Track performance against category adoption and satisfaction targets, and refine approach based on results.
Requirements
- 2–4 years in inside sales, account management, or customer success for a distributed account base.
- 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.
Skills
- Inside sales
- Account management
- Customer success
- Remote selling
- CRM tools
- HubSpot
- Looker
- Consultative selling
Location
- Remote
Work Type
- Fully remote
- Digital-first selling
Experience Level
- 2-4 years
Salary/Compensations
- $65,000 base + OTE $78,000
Benefits
- Competitive compensation
- Healthcare benefits
- Opportunity for equity
- Full lists of benefits available upon request
About the Company
- Odeko is the all-in-one operations and technology partner to more than 20,000 independent coffee shops, cafes and other food establishments.
- Odeko's web portal and mobile app help customers purchase supplies, track ordering trends, finance equipment, and access insurance, increasing revenue, reducing environmental footprint, and saving costs.
- Odeko is on a mission to continuously develop technology to champion neighborhood cafes, coffee shops, and other independent F&B establishments.
- The Odeko team is diverse, passionate, and innovative, with over 400 employees dedicated to supporting customers.
- Small businesses need support now more than ever, and Odeko is uniquely positioned to provide that support.
Equal Opportunity
- 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.