Director of Sales

About the Role

Chicory is growing, and we're looking for a Director of Sales who is energized by building high-performing teams and translating big-picture revenue strategy into day-to-day execution. This is a pure people leadership role where your success is measured by the success of your team. Sitting between our CRO and a team of sellers, you'll be the connective layer that turns vision into results. This role is for a seasoned sales leader who knows how to develop sellers at varying levels; you'll coach deals, raise the floor of your team, and create an environment where our team is motivated to do their best work.

Responsibilities

Own team quota attainment end-to-end, actively managing pipeline health, forecast accuracy, and the interventions needed to keep the team on track each quarter, including performance management

Coach and develop a team of sellers through 1:1s, deal reviews, and call coaching, with a focus on scaling growth

Translate the CRO's revenue strategy into a clear, executable team plan, including territory design, account prioritization, and outreach frameworks

Deliver accurate, data-informed forecasts to the CRO on a weekly and quarterly basis, proactively identifying pipeline risk

Build and maintain a documented, repeatable sales playbook

Partner cross-functionally with Marketing, Client Success, Campaign Management, Product, and Partnerships to remove blockers and deliver seamless client experiences

Attract, onboard, and retain high-performing sellers, addressing underperformance early and creating clear growth paths for top talent

Externally facing with customers, regularly joining sales calls, building leveled-up client relationships, and meeting with customers in the field

Serve as the primary escalation point for complex deals, renewals, and client relationships that require senior involvement

Keep the CRO informed with honest, well-synthesized reporting and execute on decisions with speed and clarity

Build upon team and company culture and act as a champion of the Chicory Principles

Qualifications

7+ years of sales experience, with 4+ years in a people management role leading a team of quota-carrying sellers

Proven track record of hitting or exceeding team revenue targets in a digital media, shopper marketing, and CPG environment

Experience building or significantly improving a sales process, including pipeline management, forecasting methodology, and coaching frameworks

Strong ability to develop sellers at varying skill levels, from onboarding new hires to elevating tenured sellers

Data-driven mindset with the ability to diagnose team performance gaps and act on them quickly

Excellent communicator who can synthesize complex information for a CRO and translate strategy clearly for a seller

Comfortable operating in a fast-moving, dynamic environment where priorities shift and ambiguity is the norm

Ability to travel 35% of the time to engage with clients and attend events

The base salary range for this position is $175,000 - $185,000 annually.

Location: Remote or New York/Hybrid