Director of B2B Sales

Job description

Max Retail is a cutting-edge technology platform enabling independent retailers and brands to sell their excess inventory online effortlessly. Our mission is to become the largest supply chain that holds no inventory, providing a seamless connection between supply and global demand. We empower our partners with the tools they need to thrive in an increasingly competitive market. MaxRetail is a two-sided marketplace that helps independent retailers turn overstock inventory into revenue. We are hiring a Director of Sales to own the retailer acquisition engine: keep our current motion running, hit closing and conversion targets, and scale the team, playbooks and automation behind it. This is a hands-on leadership role. You will coach reps on calls, run role plays, staff tradeshow booths, and own the forecast. You will also partner with RevOps and Product to automate what can be automated and remove the bottlenecks that slow new retailer growth. MaxRetail is moving from a sales led to a product led growth model. You will lead that shift for the sales team: keep closing today while building the self-serve paths, automation and handoffs that let the product acquire and convert more retailers on its own. Your team's focus will move toward the deals and moments where a human adds the most value. ## **What You'll Do:** ### **Revenue and closing** - Keep the current sales motion running without disruption while you improve it. - Drive strong, consistent close rates on our current motion. - Improve SQL to close conversion across inbound and outbound. - Own sales metrics, reporting and forecasting, with a forecast leadership can plan against. - Know the key business inputs that drive sales (lead volume, lead source mix, speed to lead, demo held rate, onboarding completion) and actively influence them. ### **Outbound team performance** - Manage outbound SDRs to consistent, high-quality demo volume. - Manage full cycle closers to clear demo and closing goals. - Hold in-house and outsourced outbound partners to the same performance standards. ### **Coaching and enablement** - Review call recordings with RevOps and turn findings into better workflows and follow up templates. - Run regular role plays on objection handling based on the sales playbook. - Join live calls with reps to help close deals and model what good looks like. - Scale our playbooks so new reps ramp faster and results do not depend on a few top performers. - Recruit, hire and train new cohorts and get them producing quickly. ### **Incentives and motivation** - Design spiff and incentive plans that align with business goals and stay within budget. - Motivate the team to hit or exceed goals. - Build a supportive, uplifting, growth mindset culture where reps want to stay and improve. ### **Automation and scale** - Automate cold outbound and inbound motions where it improves speed or consistency. - Use AI to increase team efficiency and throughput. - Partner with Product and RevOps to remove self serve bottlenecks and scale new seller counts. - Identify gaps in seller onboarding that cause new seller churn and drive the fixes. ### **Tradeshows** - Own tradeshow execution end to end: activation, staffing and the onsite experience. - Ensure the team collects leads and gives demos on site. - Own conversion of tradeshow leads after the show. ### **First 90 days** 1. Days 1 to 30: learn the motion, sit in on calls, audit the pipeline, metrics and current playbook. 2. Days 31 to 60: launch a weekly call review and role play cadence, propose a spiff plan, and present a forecast. 3. Days 61 to 90: ship the first automation or AI workflow, name the top onboarding gaps behind new seller churn, and set a hiring plan for the next cohort. ## **Who You Are:** ### **Required** - 10+ years in sales, including 3+ years in sales management, managing a team of SDRs and closers to quota. - Proven record at a technology company, ideally one that grew from startup to scale while you were there. - Experience building and managing a remote sales team and the culture that keeps it accountable and connected - Owned the implementation of an AI or automation tool for a sales team, including process redesign, training, and driving adoption until it became part of the daily workflow. - A proven closer who can jump on live calls with reps and close the deal, building the team's trust by leading from the front. - A record of hitting conversion and activity targets in a high volume, transactional or SMB motion. - Experience designing compensation, spiff or incentive plans within a budget. - Strong forecasting and reporting skills; comfortable working in HubSpot or a similar CRM. - Experience hiring and ramping new reps in cohorts on a short timeline. - A coaching style built on call review and role play. ### **Nice to have** - Experience selling to independent retailers or in a marketplace business. - Experience managing outsourced outbound or lead gen partners. - Tradeshow sales experience, from booth staffing to post-show follow up. We want a leader who raises the bar and lifts people up at the same time.