Odeko

Sales

• 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.

Vice President of Sales

Pricing Analyst

• Research, propose, and test pricing strategies that will optimize customer conversion rates, reduce churn, and maximize revenue growth.
• Support development of pricing strategy for all product and expansion opportunities, including into new markets.
• Analyze pricing actions impact on supplier, distributor, and retailer (three-tier distribution)
• Track, monitor and analyze how product pricing is impacting margin performance on the customer, category and consolidated level
• Ensure pricing is aligned with business objectives through the evaluation of each pricing strategy
• Monitor industry trends or patterns that could affect current pricing strategy, including competitive pricing
• Prepare Enterprise Customer pricing proposals
• Partner with Procurement Leadership by providing detailed analytics that will enable the team to navigate Supplier price negotiations and then implementing Odeko pricing changes to respond to Supplier price increases
• Partner with Revenue Leadership to implement strategic pricing decisions for local, enterprise and eCommerce customer segments to maximize profitability and competitiveness
• Communicate pricing changes to Customer Support, Marketing, and Revenue leadership to ensure customers are appropriately informed of product pricing changes
• Provide guidance to pricing implementation team members to implement price increases in a timely manner to maximize profitability
• Prepare analysis and content for regular Pricing Committee meetings that include cross-functional leaders from across Odeko

Senior Pricing Analyst

• Lead and coach a team of enterprise sales managers, fostering high performance and professional development.
• Establish clear sales targets and manage performance against KPIs including quota attainment, pipeline generation, and revenue growth.
• Conduct weekly 1:1s and monthly development sessions to align on priorities, unblock issues, and build long-term growth plans.
• Partner cross-functionally with Customer Support, Marketing, Operations, and Product to deliver a seamless customer experience.
• Drive acquisition of net new enterprise accounts and expand wallet share within strategic customers.
• Identify whitespace opportunities and lead upsell and cross-sell efforts across the enterprise portfolio.
• Use data and market insights to inform strategic decisions and forecast performance.
• Build strong relationships with key stakeholders to support long-term enterprise growth.

Senior Manager, Enterprise Sales

Operations

• Lead multi-site foodservice distribution with a focus on cost efficiency, service excellence, safety, and quality; high-impact leadership role responsible for operational performance across facilities and fleets, driving measurable improvements in cost control, delivery performance, and safety culture while building scalable systems and processes.\n• Deliver in year one: reduce operating costs in labor, transportation, and facilities without sacrificing service or safety; achieve top-tier on-time delivery and order accuracy performance; strengthen safety compliance and reduce incident rates; implement standardized, scalable operating procedures across sites; build a high-performing, engaged field leadership team.\n• Key Responsibilities: Lead and optimize day-to-day operations across multiple distribution sites, including travel to those sites and elsewhere as needed; Own P&Ls; Drive cost, service, safety, and quality KPIs through data-driven management; Create and refine operational systems, processes, and reporting tools; Champion a safety-first culture while maintaining food safety compliance; Collaborate cross-functionally to ensure operational alignment with business goals.

Vice President of Sales

Senior Pricing Analyst

Senior Manager, Enterprise Sales

Director of Field Operations