Director of Sales

Job Description Job Description We are the world’s largest emblem manufacturer and embroidery services with 8 strategic locations throughout the US, Canada, Mexico, and Europe. We have been trusted year after year by customers for over 30 years to provide high-quality products and embroidery services that help customers create a great look, have memorable experiences, and promote their brand. We offer a wide variety of emblem options, ranging from traditional embroidered to FlexStyle patches and everything in between.

Our culture is represented by our Core Values: Stay positive, Get the Job Done, Customer Centricity and 100% Committed to the team. JOB SUMMARY The Director of Sales is a senior sales leader responsible for driving net-new revenue growth by building, leading, and scaling a high-performance team of hunter sales executives. This role owns the new business engine from market strategy and pipeline creation to coaching, standards, and execution.

This is a true sales manager role, not an individual contributor with a title. The ideal candidate has a proven track record of: Building repeatable outbound sales systems Coaching sales executives to consistently win new customers Recruiting, onboarding, and scaling sales teams Driving predictable pipeline and revenue growth Experience in apparel, apparel decoration, or branded merchandise is required, with a deep understanding of how buyers purchase, source, and evaluate decoration partners. ESSENTIAL DUTIES AND RESPONSIBILITIES New Business Growth & Market Expansion Own and deliver net-new revenue targets through disciplined pipeline generation and conversion Define and execute market expansion strategies across priority verticals, geographies, and customer segments Establish clear Ideal Customer Profiles (ICPs) and target account strategies Ensure consistent outbound activity that results in qualified pipeline at scale Sales Team Leadership & Coaching Lead, coach, and develop a team of hunter-focused sales executives Conduct regular ride-alongs, call reviews, pipeline inspections, and deal strategy sessions Build a culture of accountability, urgency, and continuous improvement Set clear expectations around activity, pipeline health, conversion metrics, and close rates Sales Systems, Process & Standards Design and enforce standard work for: Prospecting and outbound activity Pipeline management and forecasting Discovery, value positioning, and closing Implement and manage a disciplined sales cadence across the team Ensure CRM accuracy and adoption (pipeline stages, next steps, probability, forecasting) Drive consistency without stifling top-performer creativity Pipeline & KPI Ownership Own the health of the new business pipeline (coverage ratios, velocity, aging, conversion) Track and manage key performance indicators including: Pipeline creation vs. targets Win rates and deal size Sales cycle length Activity-to-opportunity conversion Use data to coach, course-correct, and scale performance Recruiting, Hiring & Scaling Recruit, hire, and onboard high-caliber hunter sales talent Develop structured onboarding plans to ramp new hires quickly Continuously assess team capacity vs. growth goals and plan headcount accordingly Build a bench of future leaders within the sales organization Cross-Functional Leadership Partner closely with Marketing, Operations, Production, and Customer Experience teams to ensure: Strong lead flow and messaging alignment Smooth onboarding of new customers Feedback loops from the field to product and operations Represent the voice of the customer and the field in leadership discussions QUALIFICATIONS 8+ years of sales experience, with 5+ years in a sales leadership role Proven success building and leading hunter sales teams Direct experience in apparel, apparel decoration, or branded merchandise (embroidery, patches, heat transfer, embellishments, etc.) Demonstrated ability to build repeatable sales systems and standards Strong command of: Pipeline management Forecasting KPI-driven coaching CRM systems History of hitting and exceeding new business revenue targets Willingness to travel approximately 40% Strong executive presence with customers and internal stakeholders SKILLS Builder mindset — thrives in growth and scale environments; designs repeatable systems for market expansion Coach first — recruits, develops, and scales high-performing hunter sales teams Data-driven — manages pipeline, conversion rates, and revenue forecasts with discipline and precision High accountability — sets clear performance standards, enforces KPIs, and drives consistent execution Strategic but hands-on — comfortable defining go-to-market strategy while actively selling, coaching, and closing in the field Resilient and competitive — embraces rejection, long sales cycles, and the rigor required to win new business EDUCATION / EXPERIENCE Bachelor’s degree in business, Marketing, ora related field required; MBA or advanced degree preferred. 8+ years of experience in channel management, sales operations, partner programs, wholesale, distribution, or marketplace management.

LANGUAGE ABILITY Bilingual in English and Spanish is preferred (reading, writing, and speaking) Ability to write professional correspondence. Ability to effectively present information in one-on-one and group situations. Strong communication skills.

SUPERVISORY RESPONSIBILIITES This role does have supervisory responsibilities of overseeing both the inside and outside sales teams. World Emblem is an Equal Opportunity Employer (EOE). Qualified applicants are considered for employment without regard to age, race, color, religion, sex, national origin, sexual orientation, disability, or veteran status.

World Emblem is proud to be a drug free workplace. All applicants will undergo a criminal background check, pre-placement drug screen, and are in compliance with E-Verify