Director of Sales

Job Description

About the Company

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The Pack Labs is redefining the future of hemp-derived products with groundbreaking innovation and an unwavering commitment to excellence. Our mission is simple yet bold: to create exceptional, forward-thinking products that elevate the way people experience hemp-derived cannabinoids.

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At the heart of our work is a passion for quality and creativity. Every product we develop is designed to set a new benchmark in the industry, combining cutting-edge innovation with an unparalleled focus on the consumer experience. From formulation to production, we push boundaries to deliver products that are as effective as they are enjoyable.

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Our in-house brands, Delta Munchies and Imperial Extraction, showcase our drive for innovation. Delta Munchies transforms the hemp-derived cannabinoid experience with products that are as fun as they are revolutionary, while Imperial Extraction raises the bar with premium extracts that exemplify superior quality and craftsmanship.

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At The Pack Labs, we don’t just make products - we create game-changing experiences. With a relentless focus on pushing the industry forward, we’re leading the charge in shaping the future of hemp-derived cannabinoids. If you’re looking for bold, innovative products that deliver on every level, you’ve found your pack.

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thepacklabs.com

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deltamunchies.com

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imperialextraction.com

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About the Role

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As Director of Sales, you will own the execution of The Pack Labs' national sales strategy - building the systems, standards, and team that turn our vision into predictable revenue. We're looking for a builder who can recruit and develop a best-in-class sales team, help install the machine, and drive the number.

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Responsibilities

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• Sales Operating System & Standards: Ownership of the sales organization (10 reps and a manager) with a focus on coaching and driving high performance. This role introduces a cultural shift toward strict numerical accountability for a team currently operating without it.
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• Aggressive recruitment and development for two distinct departments—Territory Development Representatives and Field Sales Representatives—while simultaneously unifying field sales and territory development into a single, cohesive engine.
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• Collaborate with the Director of Sales Operations to define the infrastructure requirements—including pipelines, target lists, and dashboards—and then lead the team in utilizing these tools to drive predictable results.
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• Drive the sales operating system in partnership with the leadership team.
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• Help to standardize how the team sells — shared process, pipeline discipline, and clear performance standards across every territory.
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• Identify gaps and opportunities across coverage, accounts, and process, and close them systematically.
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• Adapt proven systems to the nuances of our industry, channels, and stage of growth.
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• Drive the metrics and forecasting models that make revenue predictable and coaching objective.
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• Strategic Leadership: Develop talent at every level and set the team up to win.
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• Strive for a culture of accountability and buy-in for the entire sales organization.
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• Sales Execution & Accountability: Own the operating rhythm: forecasts, pipeline reviews, quota attainment, and performance management.
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• Make data-driven territory, account, and people decisions using our CRM and sales intelligence stack.
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• Industry & Market: Learn our channel deeply — smoke shops, distributors, wholesale — and stay ahead of regulatory and competitive shifts.
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• All other duties as assigned.
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Qualifications

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• A minimum of 7-years sales experience with at least 3-years in a leadership role with a track record of driving the systems behind a scaled sales org: quota models, coaching frameworks, and performance standards you can show on paper.
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• Proven leader of leaders: has built and managed through a leadership layer — developing managers, not just reps — in a scaled, multi-territory sales organization.
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• Experience in CPG, hemp, cannabis, bev-alc, or other regulated or distribution-heavy industries strongly preferred; deep retail and wholesale fluency.
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• Low-ego learner: masters the nuances of our industry before executing solutions. Someone who is eager for success and growth. A player/coach who’s managed reps through a performance turnaround and has the ability to make hard decisions.
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• Data-driven operator comfortable in CRM and analytics tools; balances big-picture strategy with hands-on execution.
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• Data-driven operator who models the logic behind decisions — quota design, territory math, capacity planning, etc so choices are built on data rather than gut.
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Pay range and compensation package

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• Key Performance Indicators (KPIs): New accounts opened, Qualified meetings scheduled, Monthly sales growth, Distribution gains, SKU placements per account, Account activation rate, CRM compliance and activity levels.
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Equal Opportunity Statement

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We are committed to diversity and inclusivity in our hiring practices.

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