Director of Sales

A note from Royce Luque , VP of Sales: I need a leader who runs toward the number, not one who reports on it after the fact. We've built a product that more than 1,000 dispensaries trust and a market that's ready to move, and the thing that turns that into revenue is a sales floor coached hard, forecasted honestly, and pushed every day. That's the job. You'll sit between the team and me as the manager of our Account Executives and Market Partners, and you'll develop the people who carry our quota. I'm looking for an operator who has closed deals, built pipelines, and turned reps into performers, and who finds what's broken and fixes it without waiting for me to point it out. Get that right, and you'll have my trust and a direct hand in everything that matters here. If that's the run you want, let's talk. The Role Flowhub has spent a decade building the platform that runs regulated cannabis retail, and the market is ready. Over 1,000 dispensaries trust us; new ones open every week, and established retailers are moving off the software that has held them back. Our Account Executives and Market Partners turn that demand into revenue. The Director of Sales leads them. As Director of Sales, you own the end-to-end performance of the sales floor. You coach Account Executives against quota and full-funnel metrics, hold the team accountable for self-sourced pipeline and not only inbound, forecast with a discipline leadership can count on, and build the plays, objection-handling frameworks, and onboarding that get reps productive fast. When something is off track, you find it and fix it before it costs a quarter. You will report to Royce Luque, VP of Sales, and serve as the true manager of our Account Executives and Market Partners, sitting between Royce and the team. Our Sales Team Lead, Olivia Self, reports to you, and together you'll run the floor day-to-day. You'll work on-site at our Coconut Grove HQ in Miami, five days a week, in the room with the reps you coach and the leaders who set the strategy. What You'll Own (Coach, Forecast, Drive) Team performance and development. Coach Account Executives and Market Partners against quota, conversion rates, pipeline coverage, and forecasting accuracy. Run the 1:1s and deal reviews that lift win rates and shorten cycle time, and develop Olivia and the front line into the next set of leaders. Pipeline, forecasting, and the number. Own forecast accuracy and pipeline quality, and know what's genuine versus wishful. Hold reps accountable for the outbound they generate, not just the inbound they catch, and run inspection often enough to act before a quarter slips. The plays the team actually uses. Build and implement the playbooks, objection-handling frameworks, and sales motions reps reach for under pressure. Own onboarding and ramp so new hires get productive quickly. Cross-functional execution. Partner with RevOps and Marketing on attribution, campaign performance, and funnel efficiency. Spot the gaps across the process and close them without waiting for direction. Flowhub in the field. Get into territory at least once a month with the team to represent Flowhub at regional trade shows, run live demos for operators, take prospects out, and visit dispensaries in person. A lot of the market is won in those rooms, and the team takes its cue from how you show up in them. Building the bench. Partner with the People Team to recruit, interview, and hire the Account Executive and Market Partner talent that keeps the floor full and the bar high. You’ll Probably Love This Role If: You lead from the front. You've carried a number yourself, and you'd rather get into the deal and model the move than manage from a dashboard. You're ready for the step up. You've managed or led a team, and owning a floor of your own with a Director title is the move you want next, not a someday goal. You coach with evidence. You develop reps into performers, you know the difference between managing activity and building skill, and your people get measurably better under you. You forecast honestly. You call the number you believe, you inspect the pipeline behind it, and you'd rather deliver a hard truth early than a pleasant surprise that never arrives. You build the plays. Playbooks, objection handling, ramp programs: you've created them from scratch and gotten a team to actually use them. You move without permission. You see a gap and close it. Heavy approval chains slow you down, and you'd rather own the call and the outcome than wait for cover. You're Miami‑ready and bought into the mission. This is on‑site at Coconut Grove five days a week, and you see cannabis for the fast‑growing, legitimate business it is. This Role Probably Isn’t For You If: You manage by reporting, not outcomes. If your instinct is to summarize what happened rather than change what happens next, this floor will outpace you. We measure leaders by the team's results, not the tidiness of the recap. You wait to be told. This role is built for someone who diagnoses a problem and acts on it. If you need direction before you move, the autonomy here will feel uncomfortable. You’ve never carried or coached a number. We need someone who has closed and led, not a first‑time manager learning both at once. Either way, what you've actually run matters more than the title or the logo. You're allergic to cannabis. Our customers are dispensaries. If that's a non‑starter for you personally or morally, this isn't the right home. If you see it for what it is, a legitimate, growing business solving a hard operator problem, you'll be in good company. Remote is non‑negotiable. This position is on‑site at our Coconut Grove HQ, five days a week. If you need fully remote, this one won't fit. Ideal Background (Not a Checklist) A B2B SaaS or payments sales background, with at least 2 years managing or leading a team. Royce cares more about how you run a team and develop people than the exact years on paper or the size of your old number, so treat this as a guide, not a gate. A sharp manager, a couple of years in, clears this as cleanly as a tenured one. A manager's operating system. Tight pipeline management, disciplined 1:1s, and the systems and CRM adoption that keep a team's data honest. You run a process, not vibes, and your team's forecast means something because of how you run it. Strong coaching instincts. You develop reps rather than just monitoring activity, and you can point to specific people who improved under you. Still close enough to sell. You can model the motion, jump into a live deal, and earn the team's respect by doing the job, not only managing it. A data‑driven approach to the funnel. You read conversion, coverage, and cycle time, and you use them to change behavior, not just to populate a report. Comfortable in Salesforce and modern sales‑engagement tooling (Outreach or similar); the stack is learnable, the discipline behind it is the bar. Nice to have: experience in payments, POS, or merchant services; building enablement or onboarding programs; or selling into retail, hospitality, or another high‑volume, multi‑location market. What's In It For You Compensation: $110K to $130K base and $220K to $240K OTE, with base and variable calibrated to experience, plus meaningful equity in a profitable, well‑funded company. Full Benefits: Medical, dental, vision, life, disability insurance, and 401(k). Time Off: Unlimited PTO and paid holidays. Where You'll Work: On‑site at our Coconut Grove HQ in Miami, five days a week, with regular travel within your territory (at least monthly) for trade shows, live demos, and dispensary visits. The Upside: Lead the team that turns a category‑defining platform into revenue, with a VP invested in your growth and a clear runway as Flowhub scales into adjacent verticals. The product is proven, the market is ready, and the floor is yours to build. Mission‑First. We're here to solve real problems for the operators we serve, not to chase what's trending. Maximum Urgency. Speed compounds. We act now, not later. Own It. No spectators. Everyone runs their part of the field. Championship Team. High bar, full trust, no carry‑on talent. Efficient Execution. We scale process with technology, not headcount. Dispensary Obsessed. The retailer is the boss. Their problem is our problem. Positive Intent. We assume the best of each other and earn the right to disagree well. Flowhub is an equal opportunity employer. We don't discriminate on the basis of race, color, religion, sex, national origin, age, disability, sexual orientation, gender identity, or any other protected characteristic. Need accommodations during the application or interview process? Reach out to us at View email address on click.appcast.io. #J-18808-Ljbffr