Director, Sales

Hawke Media•Santa Monica, CA

15d•$150,000 - $400,000•Onsite

About The Position

Hawke is seeking a sales leader to drive sales strategy and organizational growth. The role leads and develops a high-performing sales team, builds and executes sales strategies, and develops relationships with key customers and partners. It requires strong leadership, sales, communication, negotiation, and coaching capabilities, along with a record of exceeding revenue targets in a fast-paced environment. The position owns and scales the company’s revenue strategy in partnership with the executive team across new business, outbound, inbound, and partnerships. It builds a scalable go-to-market engine, develops sales talent and operating practices, strengthens forecasting and pipeline management, and contributes directly to strategic deals and partnerships. The role also represents Hawke at industry events and executive meetings and monitors market and competitive trends to inform positioning, pricing, and packaging. The posting describes the role as a revenue-generating leadership position with base salary of $150,000–$200,000, based on experience, plus performance-based variable compensation and annual on-target earnings of up to $400,000. The position is full-time and in-office at Hawke’s Santa Monica headquarters. Applicants must be authorized to work in the United States at the time of hire and throughout employment; employer-sponsored visa support is not available. The posting includes 30-, 60-, and 90-day success expectations: take ownership of the pipeline and drive near-term wins; assess and develop the team, sales methodology, and performance systems; and build a predictable, data-driven revenue organization with a roadmap for growth over the following 6–12 months.

Requirements

Demonstrated track record of building, leading, and scaling high-performing sales teams that consistently exceed quota and revenue targets.
Deep experience owning the full sales lifecycle, from pipeline generation through close and expansion, in a services, agency, or consultative sales environment.
Exceptional verbal, written, and presentation skills, including the ability to communicate complex ideas to C-level executives and internal stakeholders.
Executive presence and ability to lead strategic conversations, negotiate high-value contracts, and influence decisions across multiple stakeholders.
Ability to sell complex, multi-channel digital marketing solutions by diagnosing client challenges and aligning them with tailored strategies.
Ability to differentiate service offerings in competitive markets and articulate value propositions for sophisticated buyers.
Track record of coaching and developing sales professionals through structured training, feedback, and performance management.
People leadership skills, including hiring, mentoring, conducting performance reviews, and building accountability and continuous improvement.
Ownership, resilience, and adaptability in ambiguous or rapidly changing environments.
Curiosity, fast learning, business intuition, and ability to ramp on new markets, services, and buyer personas.
10 years of sales experience.
Experience in high-volume, high-activity sales.
Experience managing a geographically dispersed team.
Experience creating sales development processes, including prospecting strategy, sales playbooks, and onboarding programs.
Experience with reporting and applying analytics skills using HubSpot CRM, Excel, and equivalent tools.
Authorization to work in the United States at the time of hire and throughout employment without employer-sponsored visa support.

Nice To Haves

Bachelor’s degree preferred.
High-volume, high-activity sales experience in a startup or growth environment preferred.

Responsibilities

Partner with the executive team to define, refine, and execute revenue strategy across new business, outbound, inbound, and partnerships.
Build and operationalize a scalable go-to-market engine that drives pipeline, improves conversion, and supports growth targets.
Recruit, develop, and lead high-performing business development professionals.
Establish a culture of accountability, performance, and continuous improvement while upholding Hawke’s stated core values.
Design and implement structured onboarding, coaching, and career progression paths.
Develop and institutionalize sales processes for prospecting, discovery, qualification, objection handling, and closing.
Standardize sales methodologies, playbooks, and performance benchmarks.
Lead regular one-on-ones, pipeline reviews, and training sessions.
Implement forecasting and pipeline management practices to improve accuracy, transparency, and risk mitigation.
Use CRM and sales analytics to monitor conversion rates, sales-cycle length, deal quality, and representative productivity.
Report performance against targets, risks, and opportunities to executive leadership.
Personally engage in strategic deals, enterprise opportunities, and high-value partnerships.
Represent Hawke at industry events, conferences, and executive-level meetings.
Monitor market trends, competitive dynamics, and client needs to inform positioning, pricing, and packaging.
Take ownership of the active pipeline, join late-stage deals, and influence or lead negotiations.
Assess team performance, role clarity, and hiring needs; implement performance frameworks, KPIs, scorecards, and accountability structures.
Improve pipeline generation, forecast accuracy, and executive reporting.
Develop a sales roadmap for scaling revenue over the next 6–12 months, including headcount, tooling, and process evolution.