What are the responsibilities and job description for the Director of Sales & Revenue Growth position at ImportGenius?
Reports to: CEO, highly collaborative w/ C-suite
Type: Full-time
About ImportGenius
We’re a fast-growing company at the forefront of global trade intelligence, providing visibility into shipping activity across 25 countries. For nearly two decades, Fortune 500 companies, high-growth organizations ,and government agencies have trusted our platform to transform complex customs data into actionable insights. Our solutions help businesses uncover new buyers and suppliers, monitor global trade flows, manage risk, and stay ahead of disruptions. With comprehensive data, accuracy, scale, and coverage, we empower organizations to make confident decisions across sourcing, compliance, and competitive strategy.
Why work here now?
● Global trade war & critical transparency: With trade wars dominating the news and affecting industries, our data and insights provide a critical link to help organizations navigate uncertainty and thrive.
● Strong product-market fit & growth potential: ImportGenius has achieved strong product-market fit and consistent profitability. With increasing investment in marketing, product innovation, and global thought leadership, we are entering our next phase of growth. There is a tremendous opportunity to scale our sales organization and capitalize on rising demand for trade intelligence.
● Impactful work: Our platform has been key in uncovering insights for global investigations, helping to expose critical findings that drive action.
Our culture fosters creativity, collaboration, and a shared passion for growth. Join us at this pivotal moment to make a real impact and accelerate growth at ImportGenius!
Role overview
Own and scale ImportGenius’ sales-led growth engine. There is significant opportunity to improve conversion efficiency, expand revenue channels, and expand the performance of the sales. . This role will drive revenue growth by optimizing the systems already in place while partnering closely with marketing and product to convert growing demand into revenue.
Reporting & growth opportunity
This role reports directly to the CEO and works closely with marketing, product, and customer success leadership to drive revenue growth.
As ImportGenius continues to scale, this position has a clear path to evolve into a Vice President of Sales role responsible for building and leading the global sales organization.
Your team
● Coach, elevate, and directly manage 6 reps and 2 account managers in North America
● Oversee our APAC sales team (which includes a team lead managing 4 members in Asia) to align global sales strategy
● Increase inbound conversion rates through standardized follow-up, qualification, and closing process
● Introduce new sales initiatives and channels through structured experimentation and rapid iteration.
● Work alongside Customer Success to improve retention, expansion, and "activation" (i.e., ensuring customers quickly realize value from our platform).
● Partner closely with the marketing team to convert inbound demand, support campaigns, and ensure strong alignment between pipeline generation and sales execution.
● Collaborate with our Director of Strategic Partnerships
● Collaborate with our external government sales consultancy
What you will create
● Build outbound sales motion targeting high-value ideal customer profile (ICP) accounts
● Co-implement expansion programs including upsells, account growth workflows, and pricing tier optimization
● Install scalable sales infrastructure: playbooks, hiring profiles, onboarding, comp plans
What you will own
● Revenue number and sales-led growth performance
● Direct management and development of the sales and account management teams
● Revenue growth execution (with strategic input) across inbound, outbound, partnerships, and expansion
● Partner with marketing leadership to maximize the conversion of inbound demand and campaign- generated pipeline.
● CRM rules for sales-led growth, pipeline health, and forecasting accuracy
Expected outcome (3-6 months)
● Increased revenue per sales rep
● Higher conversion rates
● More predictable pipeline and forecasting
● New outbound and partner-driven revenue channels
● Increased expansion revenue from existing customers
Desired Qualifications
● 5 years in B2B SaaS/DaaS sales with at least 2 years managing a team; ideally you've worked under a strong VP of Sales and are ready to step into a full leadership role
● Experience selling data, analytics, or intelligence products to mid-market and enterprise buyers (trade, supply chain, or logistics familiarity is a plus but not required)
● Track record of personally building or scaling a sales function that grew revenue significantly
● Hands-on CRM operator (Zoho experience a plus) who uses pipeline data to coach reps and forecast accurately, not just report upward
● Proven ability to stand up outbound and partnership/channel motions alongside an existing inbound engine
● Comfortable managing a team with a coaching-first approach to performance management
● Analytical mindset; you're fluent in conversion metrics, expansion revenue levers, and unit economics and can hold your own in a data-driven conversation with the CEO
● Experience with comp plan design, sales playbook creation, and structured onboarding for new hires
● Willing to operate as a full-time manager and leader, not a player-coach closing deals alongside the team