Director, National Account Sales - Sport & Wellness

Director, National Account Sales

At YETI, we believe that time spent outdoors matters more than ever and our gear can make that time extraordinary. When you work here, you'll have the opportunity to create exceptional, meaningful work and problem solve with innovative team members by your side. Together, you'll help our customers get the high-quality gear they need to make the most of their adventures. We are BUILT FOR THE WILD™.

About The Role

YETI is seeking a Director, National Account Sales to lead growth across National and Strategic Accounts within the Sport & Wellness vertical. This role is responsible for driving commercial performance, owning senior-level customer relationships, and leading a team of National Account Sales Managers. Grounded in strong retail fundamentals and data-driven decision making, this leader will translate point-of-sale insights into actionable strategies that unlock growth with YETI's most important wholesale partners.

What You'll Do

Drive National & Strategic Account Growth

• Manage revenue, margin, and sell-through performance across National and Strategic Accounts in the Sport & Wellness vertical.
• Directly manage the full business and senior relationship with a key national retail partner while serving as the primary point of contact at the DMM and VP levels for all National/Strategic accounts in the vertical
• Set account strategies that align with YETI's broader GTM and vertical priorities including identifying and building thoughtful assortments that align with our retailers' consumer base
• Contribute to vertical annual planning and long-range strategy, influencing assortment, channel, and investment decisions.

Lead Account Strategy & Execution

• Leverage deep understanding of POS, inventory, and retail math to identify opportunities, risks, and growth drivers.
• Translate data into compelling narratives for buyers and senior executives to influence assortment, placement, and investment decisions.
• Partner with Finance and Planning to manage forecasts and in-season performance.

Build & Lead High-Performing Teams

• Lead, coach, and develop a team of National Account Sales Managers responsible for additional strategic customers.
• Establish clear priorities, accountabilities, and performance expectations.
• Foster a culture of collaboration, ownership, and results.

Drive Cross-Functional Alignment

• Act as the senior sales voice for National Accounts within the Sport & Wellness vertical.
• Partner closely with Merchandising, Marketing, Product Development, Demand Planning, Operations, and Finance to deliver integrated GTM execution.
• Ensure consistency in storytelling, assortment strategy, and execution across accounts.

What You Bring

• 12+ years of experience in wholesale sales, merchandising, planning, or buying within consumer or retail-driven brands, 8+ years in a leadership role.

• Proven experience owning relationships with large National or Strategic retail accounts.

• Strong retail math and analytical skills with the ability to interpret and leverage POS data.

• Demonstrated success leading and developing sales teams.

• Exceptional communication and presentation skills; comfortable influencing at the buyer, DMM, and executive levels.

• Strategic mindset paired with strong operational execution.

• Demonstrated ability to grow talent, foster high-performance culture, and influence across senior cross-functional partners

How Success Is Measured

• Revenue growth and profitability versus plan across National Accounts.

• Sell-through performance and inventory health at key partners.

• Strength and depth of senior-level retail relationships.

• Team performance, engagement, and development.

Location & Travel

This role is based at our Austin, TX headquarters and is designed for a leader who thrives through in‑person collaboration, real‑time problem solving, and active engagement with cross-functional partners.

Periodic travel is expected to key retail partners, markets, and internal meetings.