What are the responsibilities and job description for the Sales Director position at Terranova Talent Solutions?
Location: Remote (United States)
Employment Type: Full-time
About Us
We are a fast-growing, innovative manufacturer and marketer in the hemp-derived cannabinoid space. We are redefining the future of the category by creating exceptional, forward-thinking products—from fun, approachable edibles to premium extracts. We move quickly, hold a high bar, and are deeply focused on creating high-quality products, strong brand identities, and scalable growth across regulated markets. We are looking for bold, innovative people who want to help shape the future of the industry.
The Role
We are hiring a Director of Sales to own the execution of our national sales strategy. This is a builder role. You will be responsible for building the systems, standards, and team that turn our vision into predictable revenue. If you are looking for a role where you can install the machine, coach a team, and drive the number, this is it.
Responsibilities
- Sales Operating System & Standards: Own the sales organization (currently 10 reps and a manager) with a focus on coaching and driving high performance. This role will introduce a cultural shift toward strict numerical accountability.
- Team Building: Drive aggressive recruitment and development for two distinct departments—Territory Development Representatives and Field Sales Representatives—while simultaneously unifying them into a single, cohesive engine.
- Infrastructure & Data: Collaborate with Sales Operations to define infrastructure requirements (pipelines, target lists, dashboards), and then lead the team in utilizing these tools to drive predictable results.
- Process & Standardization: Standardize how the team sells—shared process, pipeline discipline, and clear performance standards across every territory. Identify gaps across coverage, accounts, and process, and close them systematically.
- Strategic Leadership: Develop talent at every level. Strive for a culture of accountability and buy-in across the entire sales organization.
- Sales Execution: Own the operating rhythm: forecasts, pipeline reviews, quota attainment, and performance management. Make data-driven territory, account, and people decisions using our CRM.
- Market Expertise: Learn our channel deeply—smoke shops, distributors, wholesale—and stay ahead of regulatory and competitive shifts.
Qualifications
- 7 years of sales experience with at least 3 years in a leadership role.
- Track record of building the systems behind a scaled sales org: quota models, coaching frameworks, and performance standards you can show on paper.
- Proven leader of leaders: You have built and managed through a leadership layer—developing managers, not just reps—in a scaled, multi-territory sales organization.
- Industry Experience: Direct experience in Delta-8, Delta-9, THC, or Hemp-derived CPG is strongly preferred. We also consider deep experience in other regulated, distribution-heavy industries like cannabis, bev-alc, or tobacco.
- Player/Coach Mentality: You are a low-ego learner who masters the nuances of the industry before executing solutions. You’ve managed reps through a performance turnaround and have the ability to make hard decisions.
- Data-Driven: You are comfortable in CRM and analytics tools and model the logic behind decisions (quota design, territory math, capacity planning) so choices are built on data rather than gut.
Key Performance Indicators (KPIs):
- New accounts opened, Qualified meetings scheduled, Monthly sales growth, Distribution gains, SKU placements per account, Account activation rate, CRM compliance, and activity levels.