Director of Sales

This is a fully remote position, open to applicants in United States.

📋 Description

• Take charge of the retailer acquisition strategy and uphold the existing sales process.

• Enhance close rates and boost SQL-to-close conversion for both inbound and outbound channels.

• Oversee sales metrics, reporting, and forecasting activities.

• Manage outbound Sales Development Representatives (SDRs), full-cycle closers, and external outbound partners.

• Evaluate call recordings, conduct role plays, participate in live calls, and expand sales playbooks.

• Recruit, onboard, train, and develop new sales cohorts.

• Create spiff and incentive programs to inspire the team to meet objectives.

• Streamline outbound and inbound processes and leverage AI to enhance efficiency.

• Collaborate with Product and Revenue Operations to eliminate self-service bottlenecks.

• Identify and address onboarding gaps for sellers that lead to churn.

• Manage tradeshow execution, staffing, on-site demonstrations, lead collection, and post-show conversion.

• Guide the shift from a sales-led approach to a product-led growth model.

• Within the first 90 days, audit the pipeline and playbook, establish call review and role-play cadence, propose incentives, deliver a forecast, implement an automation or AI workflow, identify onboarding gaps, and devise a hiring strategy.

⛳️ Requirements

• 10+ years of sales experience, including over 3 years in sales management overseeing SDRs and closers to meet quotas.

• Demonstrated success in a technology company.

• Experience in building and managing a remote sales team.

• Familiarity with implementing AI or automation tools for sales teams, including process redesign, training, and adoption.

• Proven capability to close deals during live calls.

• Track record of achieving conversion and activity targets in high-volume, transactional, or SMB sales environments.

• Experience in designing compensation, spiff, or incentive plans within budget constraints.

• Strong skills in forecasting and reporting.

• Comfortable using HubSpot or a comparable CRM system.

• Experience in hiring and onboarding new representatives in cohorts within a tight timeline.

• Coaching approach centered on call review and role play.

• Nice to have: experience selling to independent retailers or in a marketplace setting.

• Nice to have: experience managing outsourced outbound or lead generation partners.

• Nice to have: tradeshow sales experience.

🏝️ Benefits

• Spiff and incentive plans that align with business goals and remain within budget.

• A supportive, uplifting culture that fosters a growth mindset.

• Flexible remote work arrangement.