Director of Sales

About the role

Flowhub has spent a decade building the platform that runs regulated cannabis retail, and the market is ready. Over 1,000 dispensaries trust us; new ones open every week, and established retailers are moving off the software that has held them back. Our Account Executives and Market Partners turn that demand into revenue. The Director of Sales leads them. As Director of Sales, you own the end-to-end performance of the sales floor. You coach Account Executives against quota and full-funnel metrics, hold the team accountable for self-sourced pipeline and not only inbound, forecast with a discipline leadership can count on, and build the plays, objection-handling frameworks, and onboarding that get reps productive fast. When something is off track, you find it and fix it before it costs a quarter. You'll report to Royce Luque, VP of Sales, and serve as the true manager of our Account Executives and Market Partners, sitting between Royce and the team. Our Sales Team Lead, Olivia Self, reports to you, and together you'll run the floor day-to-day. You'll work on-site at our Coconut Grove HQ in Miami, five days a week, in the room with the reps you coach and the leaders who set the strategy. 🚀 What You'll Own (Coach, Forecast, Drive) Team performance and development. Coach Account Executives and Market Partners against quota, conversion rates, pipeline coverage, and forecasting accuracy. Run the 1:1s and deal reviews that lift win rates and shorten cycle time, and develop Olivia and the front line into the next set of leaders. Pipeline, forecasting, and the number. Own forecast accuracy and pipeline quality, and know what's genuine versus wishful. Hold reps accountable for the outbound they generate, not just the inbound they catch, and run inspection often enough to act before a quarter slips. The plays the team actually uses. Build and implement the playbooks, objection-handling frameworks, and sales motions reps reach for under pressure. Own onboarding and ramp so new hires get productive quickly. Cross-functional execution. Partner with RevOps and Marketing on attribution, campaign performance, and funnel efficiency. Spot the gaps across the process and close them without waiting for direction. Flowhub in the field. Get into territory at least once a month with the team to represent Flowhub at regional trade shows, run live demos for operators, take prospects out, and visit dispensaries in person. A lot of the market is won in those rooms, and the team takes its cue from how you show up in them. Building the bench. Partner with the People Team to recruit, interview, and hire the Account Executive and Market Partner talent that keeps the floor full and the bar high. 💚 You'll Probably Love This Role If: You lead from the front. You've carried a number yourself, and you'd rather get into the deal and model the move than manage from a dashboard. You're ready for the step up. You've managed or led a team, and owning a floor of your own with a Director title is the move you want next, not a someday goal. You coach with evidence. You develop reps into performers, you know the difference between managing activity and building skill, and your people get measurably better under you. You forecast honestly. You call the number you believe, you inspect the pipeline behind it, and you'd rather deliver a hard truth early than a pleasant surprise that never arrives. You build the plays. Playbooks, objection handling, ramp programs: you've created them from scratch and gotten a team to actually use them. You move without permission. You see a gap and close it. Heavy approval chains slow you down, and you'd rather own the call and the outcome than wait for cover. You're Miami-ready and bought into the mission. This is on-site at Coconut Grove five days a week, and you see cannabis for the fast-growing, legitimate business it is. 🚩 This Role Probably Isn't For You If: You manage by reporting, not outcomes. If your instinct is to summarize what happened rather than change what happens next, this floor will outpace you. We measure leaders by the team's results, not the tidiness of the recap. You wait

Additional Information

A note from Royce Luque , VP of Sales: I need a leader who runs toward the number, not one who reports on it after the fact. We've built a product that more than 1,000 dispensaries trust and a market that's ready to move, and the thing that turns that into revenue is a sales floor coached hard, forecasted honestly, and pushed every day. That's the job. You'll sit between the team and me as the manager of our Account Executives and Market Partners, and you'll develop the people who carry our quota. I'm looking for an operator who has closed deals, built pipelines, and turned reps into performers, and who finds what's broken and fixes it without waiting for me to point it out. Get that right, and you'll have my trust and a direct hand in everything that matters here. If that's the run you want, let's talk.

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