Head of SMB Sales, EMEA
Role Summary
Choco is hiring a Head of SMB Sales for EMEA to lead and build a high-performing sales team across the UK/I, DACH, and France.
About the Organisation
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.
Key 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.
Minimum Requirements
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.
- 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.
Working Conditions
If you want to work on real problems, take ownership, and raise the bar, we should talk.
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.
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- 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.
Eligibility Criteria
The role is suitable for experienced sales leaders. No explicit details on sponsorship or eligibility for international applicants.
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