Sales Director, National Accounts

De Soi•Los Angeles, CA

20h

About The Position

Co-founded by Katy Perry and Morgan McLachlan, De Soi is a fast-growing startup that makes sparkling, ready-to-drink non-alcoholic beverages. While our small but mighty team works out of a Los Angeles, Playa Vista WeWork office, we have gained national recognition (and major retailers!). De Soi was created to bring people together and promote personal and social well-being. From natural adaptogens like reishi mushroom and lion’s mane to culinary botanicals, we blend premium, nourishing plant tonics with modern storytelling to redefine celebration for the wellness mindset. ABOUT THE ROLE: Join the fastest-growing segment of the beverage industry. The Director of Sales – National Accounts is a key sales leadership role responsible for managing and expanding De Soi’s largest national retail and distributor relationships. This role will own the strategy and execution for major national accounts, including large retail partners and key distribution relationships with Southern Glazer’s Wine & Spirits, ensuring De Soi continues to grow distribution, velocity, and brand presence across the country. You will play a critical role in scaling the business by building strong partnerships with national buyers, leading account strategy, and driving profitable growth across retail and distribution channels. This role partners closely with marketing, operations, and executive leadership to ensure alignment between brand strategy and commercial execution.

Requirements

7+ years of sales experience in the beverage or CPG industry, with a strong focus on national accounts
Proven experience managing large national retail accounts and distributor relationships
Experience working with national beverage distributors (such as Southern Glazer’s) strongly preferred
Demonstrated success growing distribution and revenue within large retail chains
Strong strategic thinking combined with hands-on execution in a fast-growing brand environment
Excellent presentation, negotiation, and relationship management skills
Ability to collaborate across marketing, operations, and leadership teams
Strong analytical skills with the ability to translate data into actionable account strategies
Proficiency in Excel, PowerPoint, and sales reporting tools
Willingness to travel up to 40–50%

Responsibilities

National Account Management
Own and grow De Soi’s relationships with key national retail partners (ex: Target and other major national chains)
Lead strategic planning and execution for national account growth, including distribution expansion, promotional planning, and new item launches
Develop joint business plans with national retailers to drive both short-term velocity and long-term growth
Distributor Management
Manage and develop key relationships with major distributor partners, including Southern Glazer’s and other national distribution networks
Align distributor priorities with company goals and ensure effective execution across markets
Provide clear direction and communication to distributors on account priorities, product launches, and promotional initiatives
Revenue Growth & Strategy
Develop and execute national sales strategies to achieve or exceed revenue targets
Identify and secure new distribution opportunities across national chains and key accounts
Analyze account performance data to identify trends, opportunities, and areas for improvement
Cross-Functional Leadership
Partner with marketing to develop account-specific promotional programs and marketing initiatives
Provide insights from national accounts to inform brand strategy, product development, and go-to-market plans
Collaborate with operations and supply chain to ensure strong execution across large retail partners
Sales Execution
Manage promotional pricing, account programs, and distributor alignment
Track and report sales pipeline activity and key account performance
Represent De Soi in key meetings with national buyers and distributor leadership