Sr. Director, Sales

Intelligentsia Coffee•Los Angeles, CA

5d•Hybrid

About The Position

We deliver the world’s best coffee. Farmers, employees, and customers are collaborators in our effort to create a memorable and enriching coffee experience. We are not afraid to ask questions, try new things, and admit that we are constantly learning. We strive for innovation, improvement, and positive change. The Senior Director of Sales leads our wholesale sales team, most of whom sell directly to independent coffee shops, restaurants, cafes, and hotels, along with a smaller distributor relationship and a small portfolio of specialty grocery accounts. We aren't just looking for someone to fill the top sales job; we need a leader with a builder mentality who inspires and motivates the team to understand our goals, execute our processes, and achieve extraordinary results. Most sales leadership roles ask you to manage an existing pipeline and keep the engine running. This isn't that job. We’re looking for a Growth Builder - a strategic, data-obsessed leader who thrives on potential and market dominance. We deliver extraordinary coffee to the world, and we need a leader who brings that same unyielding commitment to excellence to our sales organization. If you’re driven by coaching talent, leveraging data to outmaneuver the competition, and scaling revenue systems, let’s talk. Role is based in New York (NYC), Chicago or Los Angeles.

Requirements

Minimum 10 years of professional sales leadership experience, with a proven track record building and leading a direct, relationship-based sales team.
Experience working in ERP systems, using data to inform decisions.
Bachelor’s Degree required, or equivalent work experience.
Demonstrated experience as a coach-first leader who prioritizes team enablement, cross-functional collaboration, and active mentoring over individual selling.
An entrepreneurial, self-starter mentality with high adaptability, creative problem-solving skills, and a passion for revenue and growth.
Exceptional verbal, written, and executive-level communication skills.
Ability to travel, sometimes on weekends or evenings.
Driver’s license is required.
Applicants must be currently authorized to work for any employer in the U.S. We are unable to sponsor or take over sponsorship of an employment visa.
Must reside in New York (NYC), Chicago or Los Angeles.

Nice To Haves

Coffee, specialty food, beverage, or hospitality industry background strongly preferred.

Responsibilities

Utilize pipelines, metrics, and analytics to forecast performance, manage the sales funnel, and make sound, objective strategic decisions.
Formulate and execute scalable sales strategies to achieve revenue targets, expand market share, and optimize lead generation, conversion, and retention.
Own the sales budget and partner with finance to stay accountable to financial targets.
Manage key performance indicators; pivot quickly when results are off to sort through real data versus excuses to resolve underlying obstacles.
Serve as an active coach and mentor who teaches essential skills, guides strategy, and supports the team, resisting the urge to jump in and close deals for them.
Inspire and motivate the team, ensuring they understand the 'why' behind goals and the 'how' of processes, leading to flawless execution with customers.
Hire and lead top-tier sales talent aligned with company values, nurturing high-potential individuals and facilitating career progression.
Build and maintain strong, strategic relationships with major key accounts, distributors, and retail partners.
Develop and implement comprehensive go-to-market strategies for new initiatives, including expanded foodservice distribution and new product lines.
Champion brand standards across all sales touchpoints and maintain a tight feedback loop between the sales team, marketing, and product innovation.