COMPANY OVERVIEW

At The 5th Ingredient, we believe that great products are built from great data. Our flagship product Beer30®, is designed by brewers for brewers with a core mission to #BrewMoreBeer and #BrewBetterBeer. Breweries and their teams can now scale their business with greater accuracy and transparency to manage and track the entire brewing process from grain to glass. Breweries all over the world have saved thousands of hours, won back profits, and gained valuable insight into their overall production with Beer30 in their operation.

ROLE OVERVIEW

The 5th Ingredient is seeking its first Sales Director. Reporting directly to the Head of Revenue Operations and working closely with the CEO, you will play a pivotal role in building and scaling our sales organization, guiding and executing our company's sales team and sales strategy, while focusing on efficient revenue conversion and exceptional customer service. This player/coach role involves actively managing the deal pipeline, conducting customer-facing demos, and guiding the sales team to achieve successful deal closures.

You will own the sales process, manage and train the team, hire new team members, align with CX on sales and account management strategies, execute (and modify) the GTM strategy, and sign new logos, and develop the sales organization structure to scale effectively.

You will be working closely with Senior Leadership, Product, and Marketing. As you become more familiar with the company’s product, customers, operations, and strategy while building the team and driving revenue per team goals, you will take over ownership of the sales organization and have a seat on the leadership team.

RESPONSIBILITIES

• Own and optimize the sales playbook, continuously experimenting and evolving it to maximize performance.
• Collaborate with the Head of RevOps and CEO to build and scale the sales organization.
• Champion a winning sales culture, fostering momentum, competition, and positivity within the team.
• Drive consistent sales revenue through proactive deal pipeline management, collaboration with AEs on tactical plans, and conducting customer-facing demos.
• Manage and develop the AE team, providing guidance and coaching for their success.
• Manage and exceed both team and individual quotas.
• Streamline and maintain all sales team SOPs for consistent and efficient processes.
• Oversee sales team comp plans, as well as commissions and incentives to motivate top performance and keep in alignment with industry standards.
• Regularly re-evaluate sales team and quotes and ensure alignment with company initiatives
• Coordinate the sales team's participation at conferences and trade shows to maximize lead generation opportunities and positive brand awareness.
• Train and onboard new sales team members, equipping them with the skills to excel.
• Provide sales training to the CX team, enabling them to enhance customer interactions to drive land & expand revenue.
• Work with cross-functional stakeholders and customers, gather and document customer and business needs, solutions and feature requirements, scope and timeline limitations, success criteria, and Go-to-Market considerations for all new features and improvements

Sales Execution: Tactical

• Update and communicate the status of revenue targets on a regular and frequent basis
• Develop a process to more accurately estimate close dates and confidence levels
• Serve as sales ambassador to Product, Marketing, and CX teams to ensure that the outbound product messaging and training for existing clients are on par with sales demos and expectations
• Establish and maintain a quarterly sales planning and communication process

Revenue Goals: Strategic

• Evaluate pipeline and prospect data and customer feedback to deeply understand product adoption and stickiness, then use these insights to guide the CX team to improve land & expand opportunities with existing customers
• Assess Sales team feedback to deeply understand the reasons that deals are won and lost, then use these insights to help guide marketing and product teams to improve new revenue growth and upselling capabilities
• Provide quarterly market and competitive analysis to stay on top of trends that impact product roadmap & marketing strategy
• Ensure that the sales team is supporting, messaging and in alignment with the strategy developed by Senior Leadership

Go-to-Market Planning & Communication

• Work with cross-functional stakeholders to ensure understanding on product launch timelines and requirements for the sales team to integrate into demo messaging and client communications
• Support product leadership in training sales team on new features and improvements
• Join customer and prospect meetings to support product education and gather feedback
• Align with marketing on inbound and outbound messaging and outreach

Sales Feedback

• Work with Product and CX to develop and maintain a system to centralize, track, and categorize all customer sales feedback
• Regularly communicate feedback trends to CX and Product
• Develop a system for comprehending which feedback trends are most likely to affect retention & new revenue in communicating and recommending to Product

Interdepartmental Collaboration

• Serve as the Sales and Customer Experience teams ambassador to the Product and Marketing teams
• Ensure sales department OKR’s are in alignment with company goals and direction
• Partner with your cross-functional partners to solve sales and communication obstacles

REQUIRED EXPERIENCE AND ATTRIBUTES

• Sales management experience
• Required: 5-7 years of sales management experience
  
  BONUS POINTS:
• Experience as the first Sales Leader at a B2B SaaS startup in the $3M-$10M ARR range
• Previous experience in a player/coach role is preferred.
• Experience with products that collect data and meaningful insights
• Strategic thinker with the ability to evaluate sales data, identify trends, and make data-driven decisions to optimize revenue conversion.
• Experience managing sales development from lead generation to closing
• Strong background in training and developing sales teams, identifying skill gaps, implementing targeted coaching, and improving overall team performance.
• Familiarity with SaaS enterprise sales processes and CRM platforms, particularly Hubspot.
• Ability to manage up and across departments
• Passion for building client relationships and contributing to the growth of the B2B SaaS market.
• Experience managing a 100% remote sales team
  
  Personal attributes:
• Strong communication skills
• Collaborative and able to bring out the best in others
• Empathetic, going out of your way to ensure customers’ and stakeholders’ needs are heard
• Highly flexible and adaptable; comfortable with limited resources and constant change
• Analytical thinker, process-oriented and organized
• Self-assured, not too shy to voice needs and blockers or push back when needed
• Growth-minded and open to coaching and mentorship
• Entrepreneurial mindset, thriving in a fast-paced startup environment
• Bias for action; scrappy self-starter
  
  BONUS POINTS:
• Passion for the beer industry and comprehending of its unique obstacles and opportunities.
  Location
• Must be based and authorized to work in the United States

POSITION DETAILS AND BENEFITS

• W2 Employee, full time, based and authorized to work in the United States
• $80k-$120k base, dependent on experience; eligibility for commissions, year-end performance bonuses, and employee stock options
• Healthcare Reimbursements
• Technology and Workstation Reimbursements
• 401K with Employer Match
• Unlimited PTO after the first 90 days, pending manager approval.
• 100% remote and never required to come into a physical office.
• Quarterly stipend for beer purchases from existing customers
• Opportunities to attend brewing-related conferences
• Opportunity to connect regularly at the annual company in-person Summit
  
  

SALARY

$80,000/yr - $120,000/yr · Full-time

TO APPLY

Email application to: careers@the5thingredient.com
NOTE - ONLY APPLICATIONS SENT TO THIS EMAIL WILL BE CONSIDERED.

The following attachments are required for consideration:

• Resume / CV (In PDF format)
• LinkedIn Profile Link
• Cover Letter (In PDF format), including answers to the following questions:
  • What interests you about working at The 5th Ingredient?
  • Why are you excited about, and a great fit for this Sales Director role?
    
    

The 5th Ingredient is proud to be an Equal Opportunity Employer and is committed to a diverse and inclusive workplace. All aspects of employment and contract work, including the decision to hire, promote, discipline, or discharge, will be based on merit, competence, performance, and business needs. We do not discriminate on the basis of race, color, religion, marital status, age, national origin, ancestry, physical or mental disability, medical​​​ condition, pregnancy, genetic information, gender, sexual orientation, gender identity or ​expression, veteran status, or any other status protected under federal, state, or local law.