Fully Remote} Director of Sales & Marketing

Good Roots

3d•$105,399 - $116,274•Remote

About The Position

Good Roots is seeking a highly motivated, strategic yet hands-on Director of Sales & Marketing to lead our go-to-market strategy for our professional services. This role will be responsible for developing and executing both the sales and marketing strategies to expand our client base, deepen existing relationships, strengthen brand and market position, and drive revenue and profitability. Reporting into the CEO, the Director will serve as a senior player / coach, successfully managing and developing a team of 4 (3 sales, 1 marketing) while also owning a small book of strategic client leads. In this role, you will leverage data-driven insights to identify growth opportunities, build scalable sales frameworks, and partner with Service Delivery to ensure the team is equipped to effectively position and sell our services. This is a high-impact, highly visible leadership role that requires strong business acumen, a proven ability to influence cross-functional teams, a deep understanding of professional services, and knowledge of the sustainable / regenerative agriculture scene. This is a senior leadership role in a small firm - versatility is key. The Director will combine strategy, execution, and team management while bridging high-level vision with detailed, data-driven execution. The ideal candidate will be able to speak to our clients (farmers, food businesses), have an established network of contacts in this space, and understand the funding ecosystem (grants, investors, loans, etc.) available to our prospective clients. Our niche industry - professional services in farm & food businesses - creates unique sales cycles, revenue models, and client success motions.

Requirements

Ideally 8 - 15 years of experience in sales and marketing leadership roles, preferably in professional services, a niche B2B services environment, or within the farm and food system ecosystem
Demonstrated track record of growing revenue in a small/medium professional business, including new client acquisition, account expansion, and marketing-driven growth.
A consultative approach to Sales with a proven track record of closing complex, high-value deals involving tailored or bundled services (accounting, marketing, business consulting)
Proficiency with Salesforce CRM (including Account Engagement), marketing automation, analytics tools; comfortable with data, metrics, dashboards
Strong strategic planning ability, paired with hands-on execution experience (you will need to roll up your sleeves)
Excellent leadership and people management skills – able to build and lead a small team, manage external vendors/partners, and collaborate across fuctions
Solid business acumen, profit-and-loss understanding, margins, client lifetime value, cost of sale, budgeting, etc.
Deep understanding of marketing channels: content marketing, digital, referral/partner channels, events, thought leadership
Strong sales skills: pipeline management, closing complex deals, relationship building with farmers or small to medium sized business owners
Excellent communication and presentation skills: able to articulate value propositions, represent the firm externally at client / prospect meetings and industry events
Exceptional ability to influence and align senior leaders across diverse and sometimes competing interests

Responsibilities

As a member of the Senior Leadership team, lead strategic initiatives that enable the firm to effectively sell our professional services across business consulting, marketing, and accounting
Collaborate with senior leadership to define growth goals (revenue, client segments, geographies, services lines, etc.)
Develop and own annual and multi-year sales and marketing plans aligned with firm objectives (including target markets, positioning, messaging, service-line focus, competitive differentiation)
Establish metrics / KPIs (sales pipeline, conversion rates, average deal size, client renewals, marketing ROI) and monitor performance regularly
Lead the sales function: prospecting, pipeline development, qualification, proposal process, negotiations, and closing
Build and manage the sales funnel, forecast revenue, track progress vs. goals, refine tactics
Develop relationships with key prospects, strategic accounts and partners; participate directly in high-value deals
Work closely with service delivery to ensure smooth hand-off of new clients and stay attuned to client experience and retention
Oversee marketing: brand strategy, content marketing, digital marketing (website, SEO/SEM, social media, email, etc.), events, thought leadership, partner/referral marketing
Allocate marketing budget; track ROI of campaigns; refine marketing mix
Work with team to develop differentiated messaging, collateral, case studies, and client success stories
Hire, mentor, and manage the business development and (internal) marketing team
Lead the Sales & Marketing team in execution and operationalization of sales and marketing processes and enablement initiatives
Foster collaboration with service delivery, finance & operations, people & talent, and senior leadership
Champion a growth mindset culture: data-driven decision making, continuous improvement in sales/marketing processes
Develop and manage the sales & marketing budget; make informed investment decisions (e.g. which campaigns, events, tools to invest in) that drive profitable growth
Monitor cost per acquisition, lifetime client value, margin impact of new business, etc.
Deliver regular reports to senior leadership: pipeline health, closed deals, churn/renewals; marketing ROI; budget variance, sales forecast, etc.
Use Salesforce CRM and marketing automation tools to track metrics, continuously optimize process and tools
Monitor market trends, competitive landscape, client needs and service offerings to identify new business opportunities and refine existing sales strategies
Partner with service delivery to provide input into new and existing offerings or refinement
Leverage sales data and performance metrics to provide actionable insights and recommendations to Leadership (e.g. geographies or client segments to focus on)