choco - Head of SMB Sales, EMEA
Requirements
• 5–8+ years of experience in B2B SaaS sales, including 2–4+ years leading Account Executive teams. • Proven success hiring, coaching, and developing high-performing sales teams. • Strong track record of improving performance in underperforming or unstructured environments. • Hands-on leadership style—you enjoy being in the details, coaching deals, and developing people. • Deep experience in outbound-heavy SMB or mid-market sales environments. • Proven ability to implement structure, processes, and accountability across teams. • Strong analytical and operational mindset with experience using pipeline and forecast data to drive execution. • High ownership, resilience, and a relentless focus on results. • Experience leading teams across multiple European markets is a plus. • Fluent in English; German or French is a strong plus. • This version positions the role as more than a frontline manager. It signals that you're looking for a leader who can build a high-performing organization through exceptional talent, operational rigor, disciplined execution, and continuous coaching. • Work on digitalizing core operating systems for food distributors, automating orders, sales and payments in a system that still largely runs on calls and spreadsheets. • Work with an AI product with proven product–market fit, already embedded in distributor workflows and directly affecting order accuracy, speed, and margins. • Join a global team across 6 countries and 40+ nationalities, building a company that has raised $300M+ and reached unicorn status (~$1.2B valuation) with the ambition to define this category end-to-end. • In return, you get real ownership, equity, and the support to do your best work, including competitive compensation, health and wellbeing support, and long-term benefits like a sabbatical (all localized by office). • Collaborate with people who want to own outcomes in a messy, real-world system and make it work at scale. • If you want to work on real problems, take ownership, and raise the bar, we should talk.
Responsibilities
• Lead and coach a team of 8 Account Executives across the UK/I, DACH, and France. • Hire, develop, and performance manage exceptional sales talent, raising the bar with every hire and every coaching conversation. • Run rigorous pipeline and forecast reviews to drive accountability and visibility. • Improve individual and team performance through hands-on deal coaching. • Standardize and enforce sales processes across regions, from outbound prospecting and discovery through closing. • Drive adoption of best practices across messaging, qualification, and GTM execution. • Identify performance gaps and take decisive action to improve team output and execution. • Use data and performance insights to continuously improve forecast accuracy, pipeline quality, and sales productivity. • Partner closely with Sales Leadership, RevOps, Enablement, and Marketing to achieve revenue targets and scale the SMB business.
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