The role

We're looking for a Director of Sales to act as a high-impact "player-coach," balancing personal execution on strategic deals with the leadership of a high-performing sales team. In this role, you will sharpen our sales motion, drive accurate forecasting, and collaborate across GTM functions to turn our broader strategy into scalable revenue growth.

What you'll do

Individual Contribution & Execution

Personally participate in day-to-day sales activities, motions, and initiatives including account-based sales campaigns to win deals.
Own a selective personal quota, concentrating on a limited portfolio of high-impact, strategic new business and expansion deals where executive engagement is critical.
Work closely in partnership with Customer Success & Marketing across campaigns and integrated work that aligns to GTM priorities.

Team Leadership & Development

Model strong deal strategy, value-based selling, and disciplined execution to set the standard for sales excellence for the sales team.
Increase deal volume and improve win rates through rigorous pipeline management, accurate forecasting, and structured deal reviews that sharpen commercial thinking.
Coach sales staff consistently, set clear performance expectations, and create individualized growth plans to meet business goals and long-term career progression.
Establish a culture of accountability and continuous improvement, celebrating excellence and promoting resilience and ownership.
Strengthen team capability and bench depth through effective hiring, onboarding, enablement initiatives, succession planning, and close partnership with Sales Ops, Enablement, and HR.

Sales Operations & Forecasting

Work closely with cross-functional stakeholders, including Finance and GTM Ops to forecast revenue accurately and consistently, proactively identifying upside and risk through a combination of data-driven insight and commercial judgment, and providing clear, actionable visibility to executive leadership.
Ensure the sales engine maintains healthy pipeline coverage, strong conversion rates, and efficient cycles.
Use field insights to proactively identify trends, opportunities, and risks that impact the broader sales strategy.
Collaborate with GTM Ops to continuously evolve team practices and processes as the needs of the team and business change.

Strategic Collaboration

Translate GTM plays into high-quality sales activity across priority ICP accounts in coordination with Marketing.
Represent the voice of Sales in feedback loops, ensuring insights from the field are heard and made actionable for Product and Operations.
Work across Marketing, Product, and Customer Success to align sales execution with broader company priorities.
Partner with Customer Success to improve the post-sale handoff and identify future expansion opportunities.

Who we look for

We focus on hiring values-aligned people because we believe mindset matters as much as experience. Curiosity, drive, and a willingness to learn go a long way. Working at EQL means embracing ambiguity, being okay with imperfection, and playing bigger than we are as we solve tough problems together. If that sounds like it gives you energy and are excited to grow with us, we encourage you to apply-even if you're feeling unsure.

We believe you'll succeed in this role if you have:

Extensive B2B start-up / tech / SaaS sales management experience, with meaningful time as a quota-carrying seller
Proven experience operating in a player-coach role, owning a personal quota while supporting other sellers
Track record of closing commercially complex, high-impact deals in early-stage or growth environments
Success in selling an evolving product-set, with a focus on translating field insights into product requirements to help accelerate product-market fit.
A track record of implementing practical sales practices & processes that drive results without adding unnecessary structure or friction
Experience selling into retail, ecommerce, consumer brands, or adjacent categories
Hands-on experience with modern sales tooling; including CRM, sequencing, enrichment and other AI-forward products

What we offer

Fairness is not just something for our fans and retailers - it's part of who we are which is why:

We provide equity in EQL - we want our team to have skin in the game and to be as invested as we are in EQL's success. We want the people that will make EQL successful to share in that success
We provide competitive compensation which sits around $240-280k OTE for this position
We provide a flexible work environment because we understand that everyone works differently and want to support our team to be their best
We provide generous time off above and beyond what we are required to because we know that well-rested people make better decisions and are more engaged - when you thrive we thrive
When you want to collaborate in person with other humans, we have a workplace that welcomes the whole team including their furry friends.

Department Sales Role Sales Leadership Locations Denver Remote status Fully Remote Employment type Full-time

EQL

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Director of Sales