Director, Revenue

Weedmaps • Irvine, CA

17h • Onsite

About The Position

The Director, Revenue will lead revenue growth for WM Business by overseeing a high-performing sales team responsible for new business, account expansion, product adoption, and revenue target attainment. This role requires strong ad tech or Ad Tech sales leadership, revenue operations expertise, and a proven ability to train & develop sellers, improve sales execution, and build scalable revenue processes. As a key sales leader, the Director, Revenue will own forecasting discipline, collections, pipeline management, sales effectiveness including how best to sell Weedmaps' value proposition, and team performance while partnering cross-functionally with Revenue Operations, Finance, Product, Client Success, and Sales Enablement to improve processes, support incentive and commission planning, and scale revenue performance.

Requirements

• Bachelor’s degree or equivalent combination of education and relevant experience.
• 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 environment.
• 4+ years of people management experience, including substantial experience coaching, developing, and performance-managing 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.
• Demonstrated ability to use data, dashboards, CRM insights, and sales metrics to evaluate performance, identify trends, and drive action.
• Strong business acumen with the ability to connect sales strategy, revenue operations, incentive design, customer growth, and team execution.
• Excellent communication, presentation, and influencing skills with the ability to engage credibly 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 for WM Business, with accountability for achieving revenue targets across new business, client retention, account growth, ad services, Ad Tech offerings, and product adoption.
• Manage, coach, and develop a team of Account Executives and Account Managers, with a focus on improving seller capability, pipeline discipline, consultative selling, closing effectiveness, and overall sales productivity.
• Own team-level 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 focused on prospecting, qualification, discovery, solution selling, negotiation, retention, expansion, and long-term customer value.
• Partner closely with Revenue Operations to improve sales processes, CRM adoption, pipeline hygiene, reporting, sales workflows, territory design, revenue analytics, and visibility into key performance metrics.
• Support the development, evaluation, and refinement of sales incentive plans, commission structures, quotas, and performance measures to ensure alignment with business goals and seller motivation.
• Identify new tactics, lead sources, market opportunities, and revenue growth strategies to increase customer acquisition, deepen client relationships, improve retention, and expand account value.
• Monitor key performance indicators across quota attainment, pipeline generation, conversion, retention, product adoption, SLA adherence, OKRs, and revenue efficiency; use data to guide team priorities and improve outcomes.
• Partner cross-functionally with Product, Marketing, Client Success, Finance, Sales Enablement, and Executive Leadership to align sales positioning, market feedback, resource allocation, customer strategy, and revenue planning.
• Provide thought leadership on Ad Tech revenue models, revenue operations best practices, ad serving platforms, customer lifecycle management, competitive positioning, and opportunities to improve the overall WM Business platform offering.
• Lead, mentor, and develop a high-performing revenue team with a focus on accountability, sales excellence, coaching, collaboration, and continuous improvement.
• Provide hands-on coaching to improve seller effectiveness, including discovery, objection handling, account strategy, deal progression, negotiation, forecasting, and executive-level communication.
• Set clear expectations, provide regular performance feedback, and ensure team members are aligned to company goals, revenue priorities, and individual development plans.
• Build and maintain a performance-driven culture that celebrates meaningful wins, addresses performance gaps quickly, and reinforces high standards of sales execution.
• Recruit, retain, and develop top sales talent while ensuring the team is effectively structured, motivated, and resourced to meet business objectives.
• Champion professional development by identifying training needs, creating growth plans, and supporting career progression across the team.

Benefits

• Physical Health (Medical, Dental & Vision) 100% employer-paid premium for employees
• Up to 80% coverage for dependents
• Company HSA contribution with the High Deductible Health Plan
• 401(k) Retirement Plan (employer will match contribution up to 3.5% of 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
• FSA (Medical, Dependent, Transit and Parking)
• Voluntary Life and AD&D Insurance
• 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

What This Job Offers

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