Inside Sales, West

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 (West 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