Director, Sales

Director, Sales

Location: Remote

Description

The Director of Sales leads, develops, and scales Vertosa’s customer-facing sales organization while translating the revenue priorities established by the EVP, Revenue into consistent day-to-day execution. The role includes frontline sales management, team performance, pipeline discipline, forecasting, HubSpot adoption, sales enablement, and the continued development of a repeatable B2B sales process. This leader is responsible for developing both new-business and account-management capabilities, including the structure, systems, expectations, training, and career development needed to support each function as the organization grows. This leader must combine strong people management with hands-on commercial judgment and respond effectively as market conditions, regulations, customer priorities, and internal needs change.

Role & Responsibilities

• Lead, manage, coach, and mentor customer-facing sales talent focused on new customer acquisition, retention, expansion, and long-term customer value.

• Establish consistent management practices, including regular 1:1s, pipeline reviews, deal reviews, skill-development sessions, and performance conversations.

• Identify performance and skill gaps, create practical development plans, address performance concerns constructively, and build clear development pathways for both new-business and account-management roles.

• Recruit, interview, onboard, and ramp new sales talent while building a resilient, collaborative team that can maintain strong execution as priorities change.

• Help design and scale the sales team including role definition, ownership rules, customer segmentation, handoff points, service expectations, and performance standards.

• Create a systematic approach to developing distinct sales capabilities across new customer acquisition and account management, with clear competencies, training, coaching, career progression, and measurable expectations for each role.

• Build and maintain sales-enablement infrastructure that provides the team with the tools, content, playbooks, market knowledge, onboarding resources, and internal support needed to improve performance and support continued growth.

• Own team performance against bookings, revenue, new-customer, and qualified-pipeline targets established with the EVP, Revenue, and translate priorities into clear territory and account expectations.

• Lead pipeline and forecast reviews, identify risk and upside early, and ensure follow-up actions are clearly assigned and completed.

• Support Account Executives on complex, high-value, or strategically important opportunities, including deal strategy, negotiations, and customer alignment.

• Improve sales productivity through stronger qualification, consistent follow-up, better deal planning, disciplined account management, and effective use of internal resources and sales-enablement tools.

• Build and continuously improve practical, repeatable processes for both new customer acquisition and ongoing account management, including clear standards for qualification, stage progression, next steps, close dates, pipeline coverage, forecast categories, account plans, expansion opportunities, and renewal or reorder visibility.

• Define and manage leading and lagging sales KPIs in partnership with the EVP, Revenue and Revenue Operations.

• Set and enforce high standards for HubSpot usage, data quality, activity tracking, deal updates, and forecast accuracy.

• Use sales data to identify gaps, guide decisions, and adjust priorities quickly while partnering with Revenue Operations to improve reporting without unnecessary complexity.

• Develop relationships with strategic customers and help Account Executives strengthen senior-level customer relationships.

• Translate customer and market feedback into clear actions with Revenue Operations, Marketing, Technical Services, R&D, Operations, and Finance.

• Balance customer urgency with operational capabilities, compliance, margin, and long-term value; make sound decisions with incomplete information and adjust quickly when conditions change.

• Ad-hoc responsibilities as requested by management or leadership, or determined by business needs.

Success Metrics

• Team attainment against bookings, revenue, new-customer, and strategic-growth goals.

• Qualified pipeline creation, coverage, and timely opportunity progression.

• Forecast accuracy, close-date integrity, and consistent HubSpot adoption.

• Improvement in conversion, win rate, sales cycle, deal quality, and sales productivity.

• Successful hiring, onboarding, retention, and measurable development of both new-business and account-management talent.

• Successful development of a scalable Account Management function, including clear customer ownership, account planning, retention, expansion, and handoff processes.

• Adoption and effectiveness of sales-enablement tools, playbooks, onboarding materials, and role-specific development programs.

• Effective response to market, regulatory, customer, and internal changes without loss of execution discipline.

Skills & Competencies

• 7+ years of progressive B2B sales experience, including at least 3 years of direct people-management responsibility.

• Direct cannabis industry experience is strongly preferred. B2B cannabis experience is strongly preferred with meaningful B2B sales leadership.

• Demonstrated success building or scaling a sales organization, including developing both new-business and account-management capabilities.

• Experience building or materially improving sales processes, KPIs, forecasting practices, pipeline standards, account-management processes, sales-enablement systems, and performance-management structures.

• Hands-on CRM experience and the ability to manage a sales team through CRM data and opportunity-level detail.

• Experience recruiting, onboarding, developing, and performance-managing quota-carrying salespeople and/or account managers, with evidence of building repeatable development systems and consistent management practices.

• Strong judgment in complex, technical, multi-stakeholder B2B sales cycles.

• Ability to operate effectively when priorities shift, information is incomplete, resources are constrained, and processes are still evolving.

• Strong communication, negotiation, presentation, customer-management, and cross-functional leadership skills; bachelor’s degree or equivalent experience.

Preferred Qualifications

• Experience in cannabis ingredients, extracts, beverages, edibles, manufacturing, co-manufacturing, or another technical cannabis category.

• Experience leading sales across multiple states, regions, or customer segments.

• Experience building or formalizing an Account Management or Customer Growth function alongside a new-business sales team.

• Experience selling technical products that require coordination with R&D, operations, manufacturing, or quality teams.

Why Vertosa?

Vertosa’s core values and company culture are as important as our products and services. Founded in 2018, we are a science-first cannabis company that creates the most effective and reliable active ingredients for infused products. Our patented and patent-pending emulsion systems are carefully designed for the specific needs of each customer, and we work closely with lab partners and brands of all sizes throughout the manufacturing process to achieve target potency and accelerate products to market.

Trust, Leadership, and Community guide our team in leveraging the power of natural ingredients and science to create better alternatives to recreational consumer products and medicine. Our knowledge, experience, best-in-class products, white-glove service, and relentless drive for excellence offer our customers the quality, consistency, and reliability they seek in a product. As an equal-opportunity employer, Vertosa celebrates diversity and is committed to creating an inclusive environment for all employees. We offer competitive compensation, comprehensive benefits, and opportunities for career growth in a dynamic, collaborative work environment.