Director - Sales (RCG)

Coastal; United States; Remote; USD 180,000 - 280,000; Full time

Benefits offered by this job

Flexible working hours

Remote flexible work

Unlimited PTO (Paid Time Off)

401K with Company Match

Medical, Vision, & Dental coverage

Job summary

Coastal is seeking a Director of Sales (RCG Focus) to accelerate growth across Retail & Consumer Goods. You will originate and manage enterprise accounts, engage with C-level stakeholders, and lead the full sales lifecycle from discovery to contract closure.

The role emphasizes enterprise Salesforce delivery fluency, strategic planning, and strong business acumen to protect margins. Travel up to 50% is required to support client engagements.

Qualifications

• Experience selling to enterprise retail and consumer goods accounts.
• Proven ability to build C-level relationships and close complex deals.
• Knowledge of TPM/TPO, omnichannel, and unified data strategies.

Responsibilities

• Engage C-level stakeholders to win enterprise retail and CPG accounts.
• Create business plans around RCG market drivers like TPM/TPO and omnichannel strategies.
• Uncover opportunities through industry networking and major events (NRF, Groceryshop, Shoptalk).
• Personally generate new opportunities and convert them into long-term partnerships.
• Manage the full customer lifecycle from prospecting to contract and delivery support.
• Lead discovery conversations to map customer goals to Coastal capabilities.
• Present Coastal products aligned with clients’ strategic objectives.
• Provide after-sales support to strengthen long-term relationships.
• Maintain forecasts and pipelines to keep leadership aligned on health of the business.
• Mentor and grow junior Business Development resources.
• Engage with Salesforce RCG-focused teams to drive co-prime opportunities.

Skills

Executive engagement

Enterprise sales

Forecasting

Mentoring

Education

Bachelor’s degree

Tools

Salesforce

Job description

Director - Sales (RCG)

We are seeking an accomplished Director – Enterprise Sales (RCG Focus) to support our continued growth and drive strategic expansion across the Retail & Consumer Goods (RCG) vertical. In this high-impact role, you will be responsible for originating, building, and maintaining trusted relationships with senior executives across both current and prospective enterprise accounts—including global consumer brands, enterprise retailers, and national distributors—while collaborating with our Business Development, Pre-Sales Architecture, and Delivery teams throughout the entire complex sales cycle. We are specifically looking for candidates who bring authentic exposure to the enterprise Salesforce delivery process and possess the technical fluency, consultative gravitas, and business acumen needed to build trust quickly with C-level stakeholders, safeguard project margins, and successfully close multi-million-dollar digital transformations.

Responsibilities:

• Engage with C-level stakeholders (Chief Commercial Officers, CMOs, VPs of Retail Operations, and Digital Transformation Leads) to win business with enterprise retail and consumer goods "new logo" accounts.
• Create business plans that account for RCG-specific market drivers, such as Trade Promotion Management (TPM/TPO), retail execution and in-store compliance, omnichannel commerce, and unified shopper data strategies.
• Personally unearth new opportunities through industry networking at events like NRF (National Retail Federation), Groceryshop, or Shoptalk to turn prospects into long-term strategic partners.
• Ability & desire to personally unearth net new sales opportunities through outbound calls, emails & networking and turn them into long term partnerships.
• Manage the entire customer relationship lifecycle from finding a prospect to securing a business contract to helping our delivery team successfully complete the project.
• Lead compelling discovery conversations that uncover prospect’s business goals and objectives as they relate to specific technical initiatives Coastal can deliver.
• Present products and services to prospective customers that align directly to their organizational goals and objectives.
• Provide professional after-sales support to enhance the relationships and customers’ dedication and long term success.
• Maintain best in class forecasting and pipeline management practices to ensure leadership visibility into the health of your business.
• Mentor and grow junior Business Development resources, provide oversight and support for the Business Development team.
• Engage with Salesforce RCG-focused RVPs and AEs to drive co-prime opportunities and become a trusted partner in the retail and consumer goods ecosystem.
• Partner with Coastal Business Unit Leadership throughout the sales process in order to align business development efforts with project delivery.
• Work with your team to create estimates aligned with the customer requirements, expectations, and agreed upon deliverables.
• Create and deliver SOWs in line with the Coastal methodology accounting for project scope and objectives, requirements, professional fees, and project specific assumptions.
• Travel up to 50% as needed to support the sales cycles to close business.

Note – Determination of Senior will be based upon the candidate's previous relevant experience and depth of skills, and will be determined through our skills interview process

Additional Preferred Experience/Skills:

• Bachelor’s Degree preferred, or equivalent experience
• Experience as a Salesforce Consultant, preferably at an implementation partner

Why Coastal, and what we offer:

• Flexible working hours with an emphasis on a life-work balance (in that order!)
• Remote flexible work; “Live by the beach, work in the Cloud,” plus company office locations in Palm Coast, FL; Atlanta, GA; Tysons, VA & Lexington, KY; travel as required to client locations
• Unlimited Paid Time Off (RTO), 401K with Company Match, and Medical, Vision, & Dental coverage
• Competitive quarterly bonus opportunities
• Continuing education and certification reimbursements, specifically within the Salesforce and Snowflake ecosystems; plus occasional in-house competitions with spot bonuses
• A flexible and fun team culture! We value transparency, support, flexibility, growth, teamwork, fun, and so much more
• Frequent team and culture activities, virtual & in-person, including Lunch and Learns, Happy Hours, team-building events
• Monthly All-Hands calls to bring the company together, and an open-door leadership policy with access to mentorship and guidance
• Opportunities for accelerated growth, networking, and career guidance and support
• Trust, transparency and respect across all levels of the company

Coastal provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.