Head of SMB Sales

About the Company

Choco builds and owns solutions that reshape the broken food supply chain. We build software used daily by food distributors and their customers to automate orders, reduce errors, and improve operational efficiency through our SaaS platform.

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
• 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 to closing
• Drive adoption of best practices across messaging, qualification, and GTM execution
• Use data and performance insights to improve forecast accuracy and sales productivity
• Partner with Sales Leadership, RevOps, Enablement, and Marketing to achieve revenue targets

Requirements

• 5–8+ years of experience in B2B SaaS sales
• 2–4+ years leading Account Executive teams
• Proven success hiring, coaching, and developing high-performing sales teams
• Deep experience in outbound-heavy SMB or mid-market sales environments
• Strong analytical and operational mindset with experience using pipeline and forecast data
• High ownership, resilience, and a relentless focus on results
• Fluent in English; German or French is a strong plus

Preferred Qualifications

• Experience leading teams across multiple European markets