Director, Revenue (Onsite)

Weedmaps • Austin, TX

3d • Onsite

About The Position

The Director, Revenue leads revenue growth for Weedmaps by overseeing a high-performing sales team responsible for new business, account expansion, product adoption, and revenue target attainment. The role requires Ad Tech sales leadership, revenue operations expertise, and the ability to develop sellers, improve sales execution, and build scalable revenue processes. The Director owns forecasting discipline, collections, pipeline management, sales effectiveness, and team performance, while working with Revenue Operations, Finance, Product, Client Success, and Sales Enablement to improve processes, support incentive and commission planning, and scale revenue performance.

The position is onsite five days per week. The Director leads revenue strategy and sales execution across new business, client retention, account growth, ad services, Ad Tech offerings, and product adoption. They manage and coach Account Executives and Account Managers; own team quota attainment, forecasting, pipeline health, target setting, territory planning, and quarterly revenue planning; and build a disciplined sales culture. The role also guides sales processes, CRM adoption, reporting, incentive plans, revenue analytics, and cross-functional alignment. The Director recruits, retains, and develops sales talent, provides performance feedback and hands-on coaching, and promotes accountability, professional growth, and continuous improvement.

Requirements

• Bachelor’s degree or equivalent combination of education and relevant experience.
• At least 8 years of experience in Ad Tech sales, revenue leadership, account management, or commercial leadership roles.
• Significant experience leading revenue teams in Ad Tech, technology, marketplace, digital advertising, or platform-based business environments.
• At least 4 years of people management experience, including substantial coaching, development, and performance management of sales professionals.
• Proven track record of owning and exceeding revenue targets, sales quotas, pipeline goals, and team performance objectives.
• Deep understanding of Ad Tech revenue models, customer lifecycle management, account expansion, retention, product adoption, pipeline management, and forecasting.
• Strong revenue operations experience, including sales process optimization, CRM discipline, territory planning, quota setting, reporting, pipeline analytics, and revenue performance management.
• Experience partnering with Revenue Operations, Finance, Sales Enablement, Product, Marketing, and Client Success to improve sales performance and revenue outcomes.
• Experience supporting or partnering on sales incentive plan design, commission structures, quota setting, territory planning, or revenue operations initiatives.
• Ability to use data, dashboards, CRM insights, and sales metrics to evaluate performance, identify trends, and drive action.
• Strong business acumen and ability to connect sales strategy, revenue operations, incentive design, customer growth, and team execution.
• Excellent communication, presentation, and influencing skills, including the ability to engage with senior leaders, cross-functional partners, and customer stakeholders.
• Comfort operating in a fast-paced, evolving environment with shifting priorities, ambitious goals, and a need for scalable revenue processes.

Nice To Haves

• Cannabis industry experience or knowledge of the cannabis regulatory and business landscape.
• Experience with Salesforce, Tableau, or similar CRM, reporting, forecasting, and business intelligence tools.
• Experience in digital advertising, ad-serving platforms, marketplace businesses, or multi-product Ad Tech environments.
• Experience leading teams through growth, transformation, process improvement, revenue model evolution, or sales process redesign.
• Strong understanding of customer segmentation, territory planning, sales compensation, revenue analytics, and customer lifecycle revenue strategy.

Responsibilities

• Lead revenue strategy and sales execution, with accountability for targets across new business, client retention, account growth, ad services, Ad Tech offerings, and product adoption.
• Manage, coach, and develop Account Executives and Account Managers to improve seller capability, pipeline discipline, consultative selling, closing effectiveness, and productivity.
• Own team quota attainment, forecasting, pipeline health, target setting, territory planning, and quarterly revenue planning in partnership with Sales Leadership, Revenue Operations, and Finance.
• Drive a disciplined Ad Tech sales culture covering prospecting, qualification, discovery, solution selling, negotiation, retention, expansion, and long-term customer value.
• Partner with Revenue Operations to improve sales processes, CRM adoption, pipeline hygiene, reporting, workflows, territory design, revenue analytics, and performance visibility.
• Support the development, evaluation, and refinement of sales incentive plans, commission structures, quotas, and performance measures.
• Identify lead sources, market opportunities, tactics, and revenue growth strategies to increase acquisition, retention, client relationships, and account value.
• Monitor performance indicators including quota attainment, pipeline generation, conversion, retention, product adoption, SLA adherence, OKRs, and revenue efficiency; use data to guide priorities and improve results.
• Partner with Product, Marketing, Client Success, Finance, Sales Enablement, and Executive Leadership on sales positioning, market feedback, resource allocation, customer strategy, and revenue planning.
• Provide thought leadership on Ad Tech revenue models, revenue operations, ad-serving platforms, customer lifecycle management, competitive positioning, and the WM Business platform offering.
• Lead, mentor, and develop a high-performing revenue team focused on accountability, sales excellence, coaching, collaboration, and continuous improvement.
• Coach sellers on discovery, objection handling, account strategy, deal progression, negotiation, forecasting, and executive-level communication.
• Set expectations, provide regular performance feedback, and align team members with company goals, revenue priorities, and individual development plans.
• Build a performance-driven culture that celebrates meaningful wins, addresses performance gaps, and reinforces high standards of sales execution.
• Recruit, retain, and develop sales talent, ensuring the team is structured, motivated, and resourced to meet business objectives.
• Identify training needs, create growth plans, and support career progression across the team.

Benefits

• Medical, dental, and vision coverage with 100% employer-paid premiums for employees and up to 80% coverage for dependents.
• Company HSA contribution with the High Deductible Health Plan.
• 401(k) retirement plan with employer matching up to 3.5% of the employee contribution.
• Basic Life, Voluntary Life, and AD&D insurance options.
• Supplemental voluntary benefits.
• Student loan repayment/529 education savings with a monthly company contribution.
• Medical, dependent, transit, and parking FSA.
• Critical illness insurance.
• Accident insurance.
• Short- and long-term disability insurance.
• Pet insurance.
• Identity theft protection.
• Legal access to a network of attorneys.
• PTO, paid sick leave, and company holidays, including a 2026 holiday shutdown.
• Paid parental leave.
• Competitive bonus.

What This Job Offers

• Job Type: Full-time
• Career Level: Director