Director of Revenue and Sales

MCL Brands is seeking a highly driven and accountable Director of Sales & Revenue to take full ownership of company-wide revenue generation and performance. This role is responsible for driving new business growth, improving sales execution, and building a predictable, scalable revenue engine across the organization.

This is a hands-on leadership role, ideal for a builder who can both close strategic deals and architect scalable systems. The Director will lead pipeline generation, improve conversion performance, and build operational rigor, so the CEO can step back from day-to-day sales execution.

This role is critical to accelerating market share across key verticals, including retail, hospitality, municipal, and corporate clients.

Revenue Leadership & Accountability

• Own full revenue performance, including new business, retention, expansion, and forecast accuracy
• Establish and deliver against quarterly and annual revenue targets
• Build a predictable, scalable revenue engine with clear performance visibility

Go-to-Market Strategy

• Develop and execute a data-driven revenue strategy focused on pipeline generation, conversion, and long-term account growth
• Identify and prioritize target markets, verticals, and ideal customer profiles
• Continuously refine pricing, packaging, and positioning to maximize win rates and margins

New Business Development

• Drive proactive outbound growth strategies independent of inbound demand
• Ensure consistent pipeline coverage through structured prospecting and territory planning
• Personally engage in and close high-value, strategic deals

Sales Execution & Performance Management

• Implement and enforce pipeline standards, KPIs, and activity metrics
• Improve sales productivity through coaching, deal inspection, and process optimization
• Establish forecasting discipline and reporting accuracy across the organization

Team Leadership & Development

• Recruit, develop, and lead a high-performing team across:
• Account Executives (AEs)
• SDRs
• Customer Success
• Marketing
• Create a culture of accountability, performance, and continuous improvement

Marketing & Demand Generation Alignment

• Ensure marketing efforts directly support revenue goals, including:
• Lead generation quality and volume
• Campaign ROI
• Brand positioning within target industries

Customer Success & Retention

• Partner with Customer Success to ensure:
• Seamless client onboarding and handoff
• High retention and satisfaction
• Expansion within existing accounts
• Drive strategies to increase lifetime value (LTV) and reduce churn

Operational & Cross-Functional Alignment

• Collaborate with operations to ensure sales commitments align with delivery capabilities
• Optimize handoffs, communication, and execution across departments

Reporting & Analytics

• Deliver weekly/monthly reporting to the CEO, including:
• Pipeline health and coverage
• Forecast accuracy
• Conversion metrics
• Performance gaps and action plans

Budget & Resource Management

• Own and optimize sales and marketing spend to maximize ROI and efficiency

Requirements

• Experience: 7–10 years of progressive sales leadership experience with full revenue ownership in a B2B environment
• Experience in facility services, seasonal services, or route-based/service industries is strongly preferred
• Track Record: Demonstrated success in building and scaling revenue functions and consistently exceeding target
• Leadership: Proven ability to hire, develop, and hold teams accountable in performance-driven environments
• Execution: Strong operator with experience implementing CRM discipline, forecasting, and KPI-driven management

Skills:

• Strategic thinking with hands-on execution capability
• Strong negotiation and closing ability
• Data-driven decision-making
• Excellent communication and stakeholder management

• Education: Bachelor’s degree required; MBA preferred

Benefits

• Uncapped earnings
• PTO
• 401K
• Professional development opportunities.
• Profit-sharing based on company performance