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Max Retail is a two-sided marketplace connecting independent retailers and brands with global demand to sell excess inventory online. The company is transitioning from a sales-led to a product-led growth model and is seeking a Director of Sales to lead the retailer acquisition engine.
In this hands-on leadership role, you will own the full sales motion: manage SDRs and full-cycle closers, drive conversion targets, and scale the team and playbooks. You will coach reps on calls, run role plays, staff tradeshows, and own the sales forecast. Key responsibilities include:
• Revenue & Closing: Maintain current sales motion while improving it; drive strong close rates; improve SQL-to-close conversion; own sales metrics, reporting, and forecasting; influence key business inputs (lead volume, lead source mix, speed to lead, demo held rate, onboarding completion).
• Outbound Team Performance: Manage SDRs to consistent, high-quality demo volume; manage full-cycle closers to clear demo and closing goals; hold in-house and outsourced partners to the same performance standards.
• Coaching & Enablement: Review call recordings with RevOps and turn findings into better workflows; run regular role plays on objection handling; join live calls to help close deals and model excellence; scale playbooks so new reps ramp faster; recruit, hire, and train new cohorts.
• Incentives & Motivation: Design spiff and incentive plans aligned with business goals; motivate the team to hit or exceed goals; build a supportive, growth-mindset culture.
• Automation & Scale: Automate cold outbound and inbound motions; use AI to increase team efficiency; partner with Product and RevOps to remove self-serve bottlenecks; identify and fix seller onboarding gaps that cause churn.
• Tradeshows: Own end-to-end tradeshow execution, staffing, lead collection, demos, and post-show conversion.
First 90 Days: Days 1–30, learn the motion and audit current state. Days 31–60, launch weekly call review and role play cadence, propose a spiff plan, and present a forecast. Days 61–90, ship the first automation or AI workflow, identify top onboarding gaps, and set a hiring plan.
REQUIREMENTS:
• 10+ years in sales, including 3+ years in sales management managing SDRs and closers to quota
• Proven record at a technology company, ideally one that grew from startup to scale during your tenure
• Experience building and managing a remote sales team and the culture that keeps it accountable and connected
• Owned the implementation of an AI or automation tool for a sales team, including process redesign, training, and driving adoption until it became part of daily workflow
• Proven closer who can jump on live calls with reps and close deals, building team trust by leading from the front
• Record of hitting conversion and activity targets in a high-volume, transactional, or SMB motion
• Experience designing compensation, spiff, or incentive plans within a budget
• Strong forecasting and reporting skills; comfortable working in HubSpot or similar CRM
• Experience hiring and ramping new reps in cohorts on a short timeline
• Coaching style built on call review and role play
Nice to Have:
• Experience selling to independent retailers or in a marketplace business
• Experience managing outsourced outbound or lead gen partners
• Tradeshow sales experience, from booth staffing to post-show follow-up
