Director of Sales

The Pack Labs; United States; On-site; USD 150,000 - 230,000; Full time

Job summary

The Pack Labs in the United States is seeking a Director of Sales to own the national sales strategy, recruit and develop a best-in-class team, and drive predictable revenue.

You will establish processes, dashboards, and quota discipline across territories, collaborate with operations, and stay ahead of regulatory shifts in hemp-derived products.

Qualifications

• 7+ years sales experience with at least 3+ years in a leadership role and a track record of implementing scalable sales systems.
• Proven leader of leaders: has built and managed through a leadership layer in a multi-territory sales organization.
• Experience in CPG, hemp, cannabis, bev-alc, or other regulated/distribution-heavy industries strongly preferred; deep retail and wholesale fluency.
• Data-driven operator who uses CRM and analytics tools to inform quota design, territory math, and capacity planning.

Responsibilities

• Own the Sales Operating System and standards for the team, including coaching and performance accountability.
• Recruit and develop Territory Development Representatives and Field Sales Representatives across multiple regions.
• Collaborate to define infrastructure requirements: pipelines, target lists, and dashboards, then lead the team to use these tools.
• Drive forecasting models, quota attainment, and performance management with a data-driven approach.
• Develop talent and foster a culture of accountability across the sales organization.
• Make data-driven territory, account, and people decisions using CRM and sales intelligence stacks.
• Learn and adapt to channel nuances (smoke shops, distributors, wholesale) and regulatory shifts.

Skills

Sales Leadership

CRM Proficiency

Data-Driven

Strategic Planning

Job description

The Pack Labs is redefining the future of hemp-derived products with groundbreaking innovation and an unwavering commitment to excellence. Our mission is simple yet bold: to create exceptional, forward-thinking products that elevate the way people experience hemp-derived cannabinoids.

At the heart of our work is a passion for quality and creativity. Every product we develop is designed to set a new benchmark in the industry, combining cutting-edge innovation with an unparalleled focus on the consumer experience. From formulation to production, we push boundaries to deliver products that are as effective as they are enjoyable.

Our in-house brands, Delta Munchies and Imperial Extraction, showcase our drive for innovation. Delta Munchies transforms the hemp-derived cannabinoid experience with products that are as fun as they are revolutionary, while Imperial Extraction raises the bar with premium extracts that exemplify superior quality and craftsmanship.

At The Pack Labs, we don’t just make products - we create game-changing experiences. With a relentless focus on pushing the industry forward, we’re leading the charge in shaping the future of hemp-derived cannabinoids. If you’re looking for bold, innovative products that deliver on every level, you’ve found your pack.

thepacklabs.com

imperialextraction.com

About the Role

As Director of Sales, you will own the execution of The Pack Labs' national sales strategy - building the systems, standards, and team that turn our vision into predictable revenue. We're looking for a builder who can recruit and develop a best-in-class sales team, help install the machine, and drive the number.

Responsibilities

• Sales Operating System & Standards: Ownership of the sales organization (10 reps and a manager) with a focus on coaching and driving high performance. This role introduces a cultural shift toward strict numerical accountability for a team currently operating without it.
• Aggressive recruitment and development for two distinct departments—Territory Development Representatives and Field Sales Representatives—while simultaneously unifying field sales and territory development into a single, cohesive engine.
• Collaborate with the Director of Sales Operations to define the infrastructure requirements—including pipelines, target lists, and dashboards—and then lead the team in utilizing these tools to drive predictable results.
• Drive the sales operating system in partnership with the leadership team.
• Help to standardize how the team sells — shared process, pipeline discipline, and clear performance standards across every territory.
• Identify gaps and opportunities across coverage, accounts, and process, and close them systematically.
• Adapt proven systems to the nuances of our industry, channels, and stage of growth.
• Drive the metrics and forecasting models that make revenue predictable and coaching objective.
• Strategic Leadership: Develop talent at every level and set the team up to win.
• Strive for a culture of accountability and buy-in for the entire sales organization.
• Sales Execution & Accountability: Own the operating rhythm: forecasts, pipeline reviews, quota attainment, and performance management.
• Make data-driven territory, account, and people decisions using our CRM and sales intelligence stack.
• Industry & Market: Learn our channel deeply — smoke shops, distributors, wholesale — and stay ahead of regulatory and competitive shifts.
• All other duties as assigned.

Qualifications

• A minimum of 7-years sales experience with at least 3-years in a leadership role with a track record of driving the systems behind a scaled sales org: quota models, coaching frameworks, and performance standards you can show on paper.
• Proven leader of leaders: has built and managed through a leadership layer — developing managers, not just reps — in a scaled, multi-territory sales organization.
• Experience in CPG, hemp, cannabis, bev-alc, or other regulated or distribution-heavy industries strongly preferred; deep retail and wholesale fluency.
• Low-ego learner: masters the nuances of our industry before executing solutions. Someone who is eager for success and growth. A player/coach who’s managed reps through a performance turnaround and has the ability to make hard decisions.
• Data-driven operator comfortable in CRM and analytics tools; balances big-picture strategy with hands-on execution.
• Data-driven operator who models the logic behind decisions — quota design, territory math, capacity planning, etc so choices are built on data rather than gut.

Pay range and compensation package

• Key Performance Indicators (KPIs): New accounts opened, Qualified meetings scheduled, Monthly sales growth, Distribution gains, SKU placements per account, Account activation rate, CRM compliance and activity levels.

Equal Opportunity Statement

We are committed to diversity and inclusivity in our hiring practices.