Job Title: Vice President, SMB Sales

Location: USA, remote-first

Who We Are:

This company operates an innovative app marketplace that addresses significant societal challenges by connecting consumers with discounted, high-quality, and perishable goods. Their platform empowers shoppers to access nutritious and affordable food options while simultaneously enabling retailers to reduce waste significantly. This dual mission drives both environmental impact and consumer benefits.

Their strategic growth is rooted in strong partnerships with retailers. These collaborations allow partners to monetize inventory that would otherwise be discarded, reduce operational costs associated with waste, and attract new customer segments who demonstrate high engagement and incremental purchasing behavior. They currently collaborate with a substantial number of retail locations, with ambitious plans to significantly expand this footprint in the coming year, focusing on both large-scale and independent retail partners across North America.

Role Overview:

The company is seeking a strategic and results-oriented Vice President of SMB Sales to lead and scale the SMB sales function. This critical leadership role will be instrumental in driving ambitious growth targets, particularly in expanding retail partnerships across SMB, mid-market, and independent grocers. The VP of SMB Sales will be responsible for building a robust, accountable, and high-performing field sales team, establishing clear structures, defining key metrics, and optimizing all SMB sales operations. This role requires a leader with a deep understanding of the grocery retail landscape, a proven track record in B2B sales and partnership development, and exceptional capabilities in team leadership, strategic planning, and operational execution.

Responsibilities:

• Strategic Leadership: Develop and execute a comprehensive strategy aligned with the company’s overall business objectives, focusing on aggressive expansion into new stores and markets, with a significant emphasis on the independent grocer segment.
• Team Building & Management: Recruit, mentor, and lead a high-performing SMB sales team. Foster a culture of accountability, continuous improvement, and customer-centricity.
• Structure & Process Optimization: Design and implement scalable organizational structures, sales processes, and operational frameworks to support rapid growth and ensure efficient revenue generation.
• Performance Metrics & Accountability: Define, track, and report on key revenue metrics (e.g., store count, revenue per store, pipeline velocity, conversion rates, retention). Establish clear individual and team performance targets, along with effective accountability mechanisms.
• Partnership Development & Growth: Oversee the acquisition of new SMB grocery retail partners. Drive the expansion of existing partnerships to maximize the company's footprint within current and prospective retail networks.
• Market Expansion: Identify and prioritize new geographic markets for expansion, developing strategies for successful entry and penetration.
• Cross-Functional Collaboration: Work closely with Product, Marketing, Operations, and Finance teams to ensure seamless execution of revenue strategies, product-market fit, and optimal customer experience.
• Market Intelligence: Stay informed about industry trends, the competitive landscape, and customer needs within the grocery retail sector to inform strategic decisions and identify new growth opportunities.
• Financial Management: Manage the SMB sales budget, forecasting, and resource allocation to achieve financial targets.
• Thought Leadership: Represent the company at industry events, conferences, and with key stakeholders to enhance brand visibility and foster strategic relationships.

Qualifications:

• Minimum of 8+ years of progressive experience in revenue leadership, sales, or business development roles, with at least 5+ years in a leadership position overseeing a team.
• Proven track record of driving substantial revenue growth and achieving aggressive targets in a B2B SaaS, marketplace, or technology-enabled services environment.
• Extensive experience working with SMB and/or independent grocers is highly preferred.
• Understanding of grocery operations, supply chain, and merchandising is a significant asset.
• Demonstrated success in building, scaling, and managing high-performing sales and account management teams.
• Experience in market expansion and new market entry strategies.

What We Offer:

• Mission-driven work with a tangible social and environmental impact.
• Fast-growing teams with big ambitions and room for innovation.
• Opportunity to shape the future of revenue operations in a company that values experimentation, AI adoption, and scale.
• Competitive salary, equity, and benefits package.
  

Flashfood is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.