What are the responsibilities and job description for the Sales Director position at Petrocard?
At a Glance
Location: Pacific Northwest (Kent, WA headquarters; territory across WA and OR)
Type: Full-time, exempt
Reports to: CEO initially
Team: Sales managers, outside sales representatives, and intelligence-driven inside sales across Washington and Oregon
About PetroCard
PetroCard is the Pacific Northwest’s largest cardlock operator and leading commercial fleet fueling platform. We run ~100 cardlock stations, mobile fueling, proprietary fleet card and data services, and bulk fuel delivery across Washington and Oregon, keeping construction crews, municipal fleets, ports, marine operators, and long-haul carriers moving 24/7.
The Opportunity
PetroCard fuels mobility across the PNW - and we're building out our Sales and Revenue Operations teams to power what's next. We're hiring a proven sales leader to drive new-customer acquisition, build high-performing teams, and sell our differentiated fleet fueling offering to customers that move business forward. You'll lead a team of sales managers, outside sales reps across Washington and Oregon, and a nationwide inside sales team. You'll define how we sell, develop the talent that wins, and own aggressive growth targets.
If you've built B2B sales engines in fuel and fleet card services and want to lead growth at scale, we want to meet you.
What You’ll Do
Lead and develop the sales team
- Lead, coach, and motivate a team of sales managers, outside sales representatives, and intelligence-driven inside sales across WA and OR.
- Scale the sales organization for future growth – organic and acquired.
- Run a disciplined sales leadership cadence and own the KPIs that drive execution.
- Own sales hiring, onboarding, performance management, and succession planning.
Build the PetroCard sales playbook
- Define, document, and operationalize PetroCard’s standard sales playbook.
- Lead training and development on PetroCard’s customer value proposition.
- Personally model what good selling looks like – ride-alongs, joint customer calls, and live coaching are part of the role.
- Translate market insight into product, service, and operational improvements.
Own the new-business pipeline and forecast
- Own pipeline development and progression for new-customer acquisition across all fleet fueling segments.
- Develop compelling strategic proposals - fuel and lubricant bids, large fleet RFPs, and key business and municipal accounts.
- Ensure clean handoffs from acquisition to account management so customers feel a seamless transition.
Drive territory and segment strategy
- Drive new-customer acquisition in transportation fleets, construction, municipalities, marine, ports, and industrial accounts.
- Set territory and account strategy and lead complex contract negotiations.
- Identify and pursue cross-platform opportunities at the time of acquisition (cardlock mobile fueling fleet card) so customers realize the full benefit of PetroCard’s offering.
Represent PetroCard externally
- Represent PetroCard at customer events, industry tradeshows, and key trade association meetings relevant to fleet fueling.
- Partner closely with Operations, Supply, Credit, and Finance to deliver a customer experience that delivers on day one.
What You Bring
Required
- 8 years of progressive B2B sales experience, with proven success leading sales managers and/or senior sales representatives.
- Significant experience in fuel distribution, cardlock networks, fleet fueling, transportation, or related commercial fuel services.
- Demonstrated success growing both gallons and margin in a competitive distribution market.
- Proven track record running a disciplined sales cadence – forecasting, pipeline management, and rep coaching.
- Experience building or running a sales methodology or sales training program at scale.
- Bachelor’s degree in Business, Marketing, or a related field; equivalent combination of education and experience considered.
- Valid driver’s license and acceptable driving record.
Strongly Preferred
- Familiarity with Pacific Northwest fuel markets and customer segments.
- Hands-on experience with index-based pricing structures and margin-sensitive deal economics.
- Strong financial and analytical acumen (margin per gallon, cost of supply, deal economics).
How You Work
- Pure-growth orientation: energized by the hunt and building pipeline, not just managing existing books.
- Coaching mindset: develop sales managers and reps and teach the craft of selling fleet.
- Articulate communicator: teach reps to tell the PetroCard fleet fueling story crisply to any audience.
- Sales-methodology steward: protect “the way we sell” and turn it into repeatable behavior.
- Market-curious: continuously hunt for competitive, customer, and segment signals that should update the strategy.
- Comfortable operating alongside partner functions that own account management, marketing, CX, CRM, and pricing.
What We Offer
- Competitive base salary of $150,000 - $200,000 (DOE) plus a performance-based incentive plan tied to new-business gallons, margin, and growth.
- Vehicle, fuel, and cell phone stipends.
- 401(k) plan with dollar-for-dollar company match up to 5%.
- Several company-subsidized Medical, Dental, and Vision plans for individual and family coverage.
- Company-paid Short-Term and Long-Term Disability insurance.
- Company-paid Life and AD&D Insurance with buy-up options for self and family.
- Generous Paid Time Off and paid holidays.
- Several voluntary benefit plans.
- Employee fuel discount program.
Work Environment
Based in the Pacific Northwest, with regular travel across PetroCard’s service areas in Washington and Oregon. You will split your time between the office, the field, and site visits: cardlock locations, customer facilities, and terminals.
Salary : $150,000 - $200,000