Director, Sales

Director, SalesHot Job1 Santa Monica Office CA HQ - Santa Monica, CA 90404OverviewSalary Range $150,000.00 - $400,000.00 Base+Commission/year Position Type Full TimeDescriptionHawke was founded on the idea that every modern business needs a CMO-level expert to lead digital marketing efforts. We customize data-driven, performance-focused solutions to help launch, scale, and invigorate businesses of all sizes, industries, and revenue models. We're shifting the agency paradigm by putting client success ahead of our own. We've been featured in Forbes, Entrepreneur, INC, Business Insider, and CNN, and we can boast clients such as Red Bull, Verizon, Evite (and many, many more). We work hard and collaborate to create our dynamic culture.We are seeking a ROCKSTAR Vice President of Sales. You will be responsible for driving the sales strategies and growing our organization. This position requires exceptional leadership skills, a strong sales background, and a proven track record of exceeding revenue targets. You will be responsible for managing and nurturing a high-performing sales team, developing and executing sales strategies and tactics, and building relationships with key customers and partners. The ideal candidate thrives in a fast-paced environment, has excellent communication, negotiation and coaching skills, and is driven by achieving results.We're grateful for the powerhouse team we have in place and would be excited to bring on a tenacious, forward-thinking leader to drive explosive growth and help us reach even greater heights through the end of the year and into 2027This role offers a $150,000 - $200,000 base salary (based on experience) plus performance-based variable compensation with total On-Target Earnings (OTE) of up to $400,000 annually. The VP of Sales is a revenue-generating leader. Variable compensation is directly tied to measurable new revenue generated through partnerships, including:Duties/Responsibilities:Own and Scale Revenue StrategyPartner directly with the Executive Team to define, refine, and execute the company's revenue strategy across new business, outbound, inbound, and partnerships.Build and operationalize a scalable go-to-market engine that consistently drives pipeline, improves conversion, and supports aggressive growth targets.Build a World-Class Sales OrganizationRecruit, develop, and lead high-performing business development professionalsEstablish a culture of accountability, performance, and continuous improvement while maintaining Hawke's core values: Get Things Done, Learn Quickly, Be Cool.Design and implement structured onboarding, coaching, and career progression paths to elevate overall team capability and retention.Drive Sales Excellence and Operational RigorDevelop and institutionalize best-in-class sales processes across prospecting, discovery, qualification, objection handling, and closing.Standardize methodologies, playbooks, and performance benchmarks to create consistency and repeatability across the sales organization.Lead weekly cadences (1:1s, pipeline reviews, training sessions) to ensure disciplined execution and continuous skill development.Own Forecasting, Pipeline Health, and Revenue PredictabilityImplement rigorous forecasting and pipeline management practices to ensure accuracy, transparency, and proactive risk mitigation.Leverage CRM and sales analytics to monitor conversion rates, cycle length, deal quality, and rep productivity.Deliver clear, data-driven reporting to executive leadership on performance against targets, risks, and opportunities.Act as a Senior Revenue Leader and Market RepresentativePersonally engage in key strategic deals, enterprise opportunities, and high-value partnerships.Represent Hawke Media at industry events, conferences, and executive-level meetings to expand brand presence and generate new opportunities.Continuously monitor market trends, competitive dynamics, and client needs to inform positioning, pricing, and packaging strategies.Required Skill/Abilities:Proven Revenue LeadershipDemonstrated track record of building, leading, and scaling high-performing sales teams that consistently exceed quota and revenue targets.Deep experience owning the full sales lifecycle—from pipeline generation through close and expansion—within a services, agency, or consultative sales environment.Executive-Level Communication & InfluenceExceptional verbal, written, and presentation skills with the ability to communicate complex ideas clearly to both C-level executives and internal stakeholders.Strong executive presence and the ability to lead strategic conversations, negotiate high-value contracts, and influence decision-making across multiple stakeholders.Strategic and Consultative Selling ExpertiseProven ability to position and sell complex, multi-channel digital marketing solutions by diagnosing client challenges and aligning them with tailored, results-driven strategies.Experience differentiating service offerings in competitive markets and articulating clear value propositions that resonate with sophisticated buyers.Leadership, Coaching, and Team DevelopmentPassion for coaching and developing sales professionals, with a track record of elevating individual and team performance through structured training, feedback, and performance management.Strong people leadership skills, including hiring, mentoring, performance reviews, and building a culture of accountability and continuous improvement.Personal AttributesHigh degree of ownership, resilience, and adaptability in ambiguous or rapidly changing environments.Naturally curious and fast-learning, with strong business intuition and the ability to quickly ramp on new markets, services, and buyer personas.Education and Experience:Bachelor's degree preferred10 years of sales experienceHigh volume/high activity sales experience, preferably in a startup/growth environmentExperience managing a geographically dispersed teamExperience creating sales development processes, including prospecting strategy, sales playbooks, and onboarding programsExperience with reporting and applying analytics skills using HubSpot CRM, Excel, and equivalent toolsFirst 30 Days: Take Control of Pipeline and Drive Immediate WinsRapidly ramp on Hawke's service offerings, positioning, pricing, and current pipeline—without requiring a traditional onboarding period.Take ownership of the active pipeline within the first two weeks, joining late-stage deals and directly influencing or leading negotiations to accelerate close rates.Identify and implement immediate process improvements in discovery, qualification, or messaging that increase conversion or deal velocity.Establish daily and weekly operating rhythms (pipeline reviews, deal strategy sessions, leadership check-ins) to create immediate structure and accountability.Build credibility with the team by actively coaching on live calls, reviewing deals in real time, and demonstrating a high-performance sales standard.Deliver measurable revenue impact within the first month through direct deal involvement, improved win rates, or accelerated pipeline movement.First 60 Days: Restructure, Upgrade, and Scale the TeamConduct a full talent and role assessment across the team, making clear decisions on performance management, role clarity, and hiring needs.Implement a standardized and scalable sales methodology, including playbooks for outbound, discovery, qualification, and closing.Introduce rigorous performance management frameworks with clear KPIs, scorecards, and accountability structures across the team.Launch improvements to pipeline generation strategies to increase pipeline coverage and reduce reliance on any single lead source.Deliver improved forecast accuracy and establish a repeatable reporting cadence that gives executive leadership clear visibility into revenue performance.First 90 Days: Drive Growth and Establish a Scalable Revenue EngineSuccessfully hire, promote, or restructure key roles to ensure the team has the capacity and capability to support aggressive growth targets.Launch or refine strategic initiatives that unlock new revenue streams, verticals, or deal sizes, contributing to meaningful top-line growth.Deliver a forward-looking sales roadmap that outlines how Hawke will scale revenue over the next 6–12 months, including headcount, tooling, and process evolution.Establish the sales organization as a predictable, data-driven function with clear ownership, consistent execution, and strong cross-functional alignment.