About the role
Join Choco, where we build and own solutions that reshape a broken food system. The global food supply chain is inefficient by design. Waste is high, margins are thin, and most distributor order processes are done over the phone, tracked across broad spreadsheets, and based on intuition rather than strong data. At Choco, we’re changing that. We build software used daily by food distributors and their customers to run their business. It automates orders, reduces errors, and helps operations run faster and more reliably. Because it’s embedded in daily operations, our SaaS platform has immediate, real-world impact, on efficiency, margins, and how businesses run day to day. Mission Build and lead a high-performing SMB Sales organization across the UK/I, DACH, and France. You will raise the performance bar, create a culture of accountability and execution excellence, and build the operating model that drives predictable, scalable growth.
What you'll do 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. What you bring 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
