Director of Sales

Wastequip•Jurupa Valley, CA

1d•$145,000 - $170,000•Remote

About The Position

Position Summary The Director of Sales is responsible for leading and executing the company’s sales strategy across both dealer and direct sales channels. This role drives revenue growth, market expansion, dealer network development, and sales team performance while ensuring alignment with Wastequip’s strategic, financial, and operational objectives. The position has direct responsibility for managing the existing dealer network, expanding dealership representation in key markets, and leading regional sales representatives to achieve revenue, EBITDA, and market share goals. This location can sit remotely in California or North Carolina. Salary Range: $145,000 - $170,000 (Based on experience) + Commission

Requirements

Bachelor’s degree in Business, Marketing, Engineering, or related field preferred
10 or more years of progressive sales experience, including leadership roles
5 or more years of experience managing dealer networks and direct sales teams
Experience in manufacturing, heavy equipment, vocational vehicles, or industrial products strongly preferred
Proven track record of meeting or exceeding revenue and profitability targets
Demonstrated ability to develop and execute strategic sales plans and forecasts
Strong financial acumen, including budget management and performance analysis
Excellent communication, negotiation, and relationship management skills
Proven proficiency in sales operations disciplines, including pipeline development and management, revenue forecasting, and KPI governance.
Demonstrated ability to manage structured quote-to-order processes within CRM systems.
Experience leading weekly operational cadences such as pipeline reviews, forecast checkpoints, and KPI/business rhythm meetings.
Strong understanding of sales analytics, dashboard development, and metrics-driven performance improvement.
Heavy travel required up to 50 - 75% of the time.
Ability to travel as required to support dealers, customers, and industry events
Proficiency with CRM systems and standard business software
Ability to work independently in a remote environment while collaborating with cross-functional teams
Ability to drive a structured operating rhythm and enforce disciplined sales processes across direct and dealer channels.

Responsibilities

Sales Strategy & Leadership Lead the development and execution of sales strategies that drive growth, profitability, and market expansion.
Set sales forecasts, territory plans, and performance expectations across dealer and direct channels.
Stay ahead of market and competitive trends to adjust strategy and ensure continued success.
Dealer Network & Channel Management Oversee the performance, development, and support of the national dealer network.
Recruit and onboard new dealers in strategic markets to strengthen coverage.
Ensure consistent pricing, product positioning, and brand alignment across all channels.
Sales Team Leadership Lead, coach, and develop regional sales representatives to deliver revenue, margin, and market share goals.
Hire and onboard top sales talent to support growth.
Provide direct support on key negotiations, customer opportunities, and major deals.
Sales Operations Excellence Manage the full sales pipeline with rigor—ensuring transparency, accuracy, and alignment with targets.
Lead weekly pipeline and KPI reviews to monitor activity levels, forecast accuracy, and deal progression.
Drive disciplined quote‑to‑order stage management and enforce CRM accuracy.
Partner with Finance on revenue forecasts and ensure consistent adherence to a structured sales operating rhythm.
Market, Product & Competitive Strategy Monitor competitive activity, pricing, and market dynamics to inform go‑to‑market strategy.
Partner with Product, Engineering, and Marketing on positioning, pricing, and new product ideas.
Represent the company at industry events, conferences, and customer engagements.
Financial & Business Performance Develop and manage the sales budget; monitor expenses and ensure alignment with financial goals.
Provide regular reporting on sales performance, pipeline trends, market opportunities, and strategic initiatives.
Evaluate performance against forecast and corporate priorities to ensure execution and accountability.
Cross‑Functional Collaboration & Customer Support Partner with internal teams to ensure a seamless customer experience—from onboarding to delivery.
Coordinate customer training, delivery processes, and dealer collaboration as needed.
Support cross‑functional initiatives that improve customer success and operational efficiency.
Additional Responsibilities Complete other duties as needed to support the business and drive results.