Director of New Business

About The Role:

As Director of New Business Sales at Aunt Flow, you’ll build and lead the team responsible for bringing new customers to Aunt Flow. This is a player‑coach role in a department that is just getting off the ground: you’ll lead a team of Associate and Senior Account Executives, carry your own new business quota, and shape the processes, playbooks, and rhythms that let this team scale.

You’re a hunter who loves leading hunters. You know what a healthy outbound pipeline looks like, you can coach a rep through a stalled deal and then go close one of your own, and you’re energized by building something rather than inheriting it.

Reporting to the VP of Revenue and working alongside our leaders in Account Management, Distribution, Marketing, and Revenue Operations, you’ll be the voice of new direct business across the revenue organization and a key input into how the company forecasts growth.

Responsibilities:

• Lead, coach, and develop a team of Associate and Senior Account Executives who own new business from first outreach to signed contract, through regular 1:1s, deal reviews, and call coaching


• Build a high-performance hunter culture: set clear activity and pipeline standards, hold the team accountable to them, and celebrate the wins


• Own the new business team’s revenue targets while carrying and exceeding your own individual new business quota


• Lead from the front on strategic mid-market and enterprise opportunities, modeling multi-threaded, ROI-driven deal execution


• Deliver accurate, accountable new business forecasts and pipeline insights that leadership relies on for company planning


• Build out the department’s core processes, including prospecting motions, stage definitions and exit criteria, discovery and proposal standards, and onboarding and ramp plans for new reps


• Champion our systems and processes: model disciplined HubSpot use, hold the team to a high standard of CRM hygiene, and partner with Revenue Operations to define the metrics that matter and use data to find bottlenecks and improve conversion


• Drive full adoption of our sales tech stack across the team, learning and using every platform in our ecosystem yourself and making sure your reps do the same


• Partner with Marketing to sharpen messaging, campaigns, and lead quality, feeding field intelligence back into go-to-market strategy


• Ensure every newly closed customer is handed off cleanly to Account Management so new accounts launch successfully and stay engaged


• Work with the Distribution team on rules of engagement for prospects that buy through distribution partners


• Hire and ramp new Account Executives as the team grows, with a clear development path from Associate to Senior AE


• Represent Aunt Flow at select industry events and tradeshows to build relationships and pipeline

Requirements:

• 7+ years of B2B sales experience selling a physical product, including at least 2–3 years leading a team of quota-carrying new business reps


• Proven track record of meeting or exceeding both personal and team new business quotas


• Hands‑on experience building or scaling a sales function: playbooks, process, pipeline standards, and rep onboarding


• Strong forecasting expertise and comfort owning the numbers leadership plans against.


• Experience selling to commercial and institutional buyers (offices, hospitality, education, healthcare, municipalities) and navigating multi‑stakeholder sales cycles


• Advanced, hands‑on HubSpot skills and a track record of enforcing CRM hygiene across a sales team


• A commitment to learning and fully using our ecosystem of sales and SaaS platforms (HubSpot, Apollo, Kixie, Fathom, NetSuite, Shopify), and to driving tool adoption across your team. Additionally we embrace AI technology and expect this to be integrated into workflows and processes.


• Self‑starter who can work independently and collaborate across teams.


• Comfort operating without a playbook — you like building the playbook


• Bias toward action, resourcefulness, and problem‑solving


• Data‑driven with the ability to analyze performance metrics and recommend optimizations.


• Interest in supporting a mission‑driven, for‑profit business expanding access to period care at scale. Aunt Flow is building a category‑defining solution, and our team is driven to win in this space.


• Excellent verbal and written communication skills

Bonus If You Have…

• Experience selling consumables, janitorial, facilities management, or health and wellness products


• Experience selling alongside distribution partners or within facilities procurement


• Knowledge of public bid processes or state and local contracting


• Experience standing up a new sales team or function from the ground up


• Prior experience in a mission‑driven or sustainability‑focused company


• Prior experience working for a startup

What We Offer

We support our team with benefits designed to promote well‑being and long‑term growth. This includes comprehensive health coverage, generous paid time off, paid parental leave, and a fully remote work environment. We also provide equity in Aunt Flow, a 401(k) plan, company equipment, and free products, so you can do your best work while sharing in our success.