Head of Sales, US

Choco • Boston, MA

4d

About The Position

Choco is on a mission to enable the global food system to become sustainable by optimizing the way food is sold, ordered, distributed, and financed. Our AI-focused software connects distributors with their customers to operate waste-free and efficiently. A problem of this magnitude requires a massive scale and only the best people will be able to solve it. Are you in?
Here’s what we’re up to: https://bit.ly/4fyXonB
Meet the team
Choco’s sales team brings deep foodservice industry expertise together with relentless customer learning to help distributors modernize how they operate. We partner closely with customers to understand their challenges, translating real-world needs into scalable solutions. Working hand-in-hand with high-performing support teams, our sales organization drives adoption of technology that increases profitability, reduces waste, and elevates the end-to-end experience across the food supply chain.
We are seeking a Head of Sales, US to lead, mentor, and scale a high performing sales team across North America. You’ll be a player coach, hands on in key deals, guiding reps through high impact conversations, and developing future leaders through coaching, consistency, and accountability.
Choco was founded in 2018 in Berlin. Now, we are a dedicated team of over 200 Chocorians across Europe and the US. We seek hungry and humble individuals who embrace hard work, put our team first, and are committed to building a lasting company. Our mission demands urgency and speed while maintaining a long-term vision.
In just five years, Choco has raised $328.5 million and achieved unicorn status in 2022, with a valuation of $1.2 billion. We're supported by some of the world’s best investors like Bessemer Venture Partners, Insight Partners, Coatue Management, and LeftLane Capital.
Choco is an equal opportunity employer. We encourage people from all backgrounds to apply. We are committed to ensuring that our technology is available and accessible to everyone. All employment decisions are made without regard to race, color, national origin, ancestry, sex, gender, gender identity or expression, sexual orientation, age, genetic information, religion, disability, medical condition, pregnancy, marital status, family status, veteran status, or any other characteristic protected by law.

Requirements

• Frontline sales manager with individual contributor roots, leading mid-market teams to build, execute, and win through outbound-focused sales motions.
• Drive a consultative, value-based sales approach that builds trust and long-term customer relationships.
• Proven success selling to upper mid-market customers while consistently delivering predictable performance across both mid-market and upper mid-market segments
• Highly goal-driven and resilient, with a strong belief that disciplined work ethic fuels results
• Effectively balance strategic thinking with hands-on execution, taking a practical, solutions-first approach
• Leverage data to inform coaching, decision-making, and performance accountability
• Lead with curiosity, resilience, and emotional intelligence in every interaction
• View continuous recruiting and talent development as core, ongoing leadership responsibilities
• Develop and operationalize a repeatable sales playbook that drives consistent execution and results across multiple market segments

Responsibilities

• Leading, coaching, and developing a team of 6 Account Executives through regular 1:1s, hands on deal reviews, and tailored enablement support
• Creating a structured sales rhythm focused on skill development, collaboration, and data driven execution
• Modeling consultative selling excellence by helping reps diagnose customer challenges and connect Descartes solutions to measurable outcomes
• Building and managing a high quality pipeline grounded in customer value, not volume
• Recruiting and developing top talent who embody curiosity, commitment, and integrity
• Leveraging CRM and performance data to improve forecasting accuracy and pipeline discipline
• Consistently achieve pipeline, sales, and recruiting targets while celebrating wins, recognizing progress, and fostering a culture of growth and optimism

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed
• Number of Employees: 251-500 employees