Director of Sales

About Mamava 

Mamava is transforming the culture of breastfeeding and workplace wellness with human-centered lactation and privacy pod solutions. The category creator of freestanding lactation pods and the leading expert in lactation design, Mamava has provided private, dignified, and comfortable spaces to pump or nurse, at work and on the go since 2013. With the addition of TalkBox solutions—sound-resistant spaces for calls, meetings, telehealth, and focused work—Mamava is now the first, only and most-trusted provider specializing in full-spectrum privacy spaces. Women-founded and led, the company  is headquartered in Burlington, VT, and designs, engineers, and assembles its pods at Mamava Manufacturing in Springfield, VT.

Position Overview

The Director of Sales is a full-time senior leadership role responsible for owning the performance of the direct sales team. This is a salaried, full-time position based in Burlington, VT with a hybrid office schedule.

This role focuses on executing the sales strategy in service of the overall strategic business plan and on attainment of the departmental goals in close partnership with the Chief Sales Officer (CSO). The Director of Sales will lead and develop a team of sales representatives, driving revenue growth across new and existing accounts, and ensuring consistent attainment of KPIs and targets. The Director will bring tactical vision and hands-on leadership to every aspect of the sales function — from talent development and pipeline management to customer relationships and forecasting. Success in this role requires a high-achieving, target driven, empathetic leader with a proven ability to inspire teams, build scalable frameworks for success, improve target KPI’s, and deliver results in a fast-moving, evolving, competitive, and growth-oriented environment. The Director of Sales will carry a modest individual target, designed to stay closely connected to the market and the team’s day-to-day selling experience. This ensures they lead with firsthand perspective, reinforce strong sales execution, and build credibility as an active, contributing member of the team, while remaining focused on overall team success.

Team Leadership

• Lead, mentor, and develop a team of 5–7 sales representatives to achieve individual and team sales goals.
• Set clear performance expectations, establish and measure key performance indicators, provide regular feedback, and conduct performance reviews.
• Foster a positive, collaborative, and results-driven team culture aligned with Mamava’s Cultural Behaviors, in support of the department’s goal to build a cohesive and thriving team culture by mid-2026 that delivers both operational excellence and improved team morale.
• Oversee the full needs of account executives, including sales support, contract negotiation escalation, special pricing requests, and personnel matters.
• Establish and uphold accountability frameworks tied to performance and KPI achievement.
• When necessary, actively recruit, hire, and onboard top sales talent to sustain and grow team capacity.

Sales Strategy Collaboration

• Partner with the CSO to develop strategic sales plans that drive revenue targets and market share growth and then own the execution of these plans.
• Translate departmental goals into actionable team priorities, campaigns, and execution plans.
• Analyze market trends, buyer personas, competitive dynamics, and customer needs to continuously refine the sales approach.
• Lead the design and rollout of sales campaigns, promotional activities, and programs in collaboration with stakeholders.
• Drive efficiencies across the sales cycle, including improving conversion, reducing time-to-close, and increasing average deal value.
• Leverage established buying contracts and sales platforms to accelerate revenue outcomes.

Customer Relationship Management

• Build and maintain strong relationships with key customers to ensure satisfaction and long-term account growth.
• Serve as a senior escalation point for customer concerns, coordinating resolutions with the VP of Operations, Customer Service, and Fulfillment teams.
• Coach the team to proactively manage customer expectations, communicate terms effectively, and reduce non-standard requests.
• Uphold new and established contracts with customers and partners; facilitate negotiations in partnership with the CSO and the Sales Coordinator.

Revenue Growth and Target Attainment

• Drive revenue growth through new customer acquisition and the strategic expansion of existing accounts.
• Monitor and analyze sales performance metrics; adjust strategies proactively to meet or exceed quarterly and annual targets.
• Deliver ongoing, targeted coaching and training to ensure the team consistently applies the most effective sales tactics and techniques.
• Identify and pursue opportunities to expand Mamava’s presence within key verticals and emerging enterprise segments.

Pipeline Management & Forecasting

• Own the sales department’s revenue performance against quarterly and annual targets.
• Develop accurate sales forecasts and provide regular performance reports to senior leadership.
• Partner with AEs to ensure pipeline data is current, accurate, and aligned with deal progress and forecasting expectations.
• Ensure the team captures and documents all key deal details in the CRM, enabling informed decision-making at every stage of the sales cycle.
• Ensure cost-effective use of sales resources and departmental budget.

Coaching & Field Engagement

• Regularly join sales calls and customer meetings to observe AE performance and provide actionable, in context feedback.
• Develop individualized development plans for each team member to support skill growth and career progression.
• Identify team-wide training needs and suggest ongoing professional development opportunities and programs.
• Lead and execute special projects as assigned (examples: Gap Analysis, Major Account Mapping, Sales Summit Planning).

Qualifications

• Bachelor’s degree in Business, Marketing, or a related field.
• 10+ years of experience in sales, including 5+ years in a sales management or director-level role, preferably within manufacturing or a related industry.
• Strong desire to partner with leadership and execute on an established strategic vision and plan
• Proven track record of consistently achieving and exceeding sales targets at both individual and organizational levels.
• Demonstrated experience executing sales strategy and developing impactful tactics for target achievement
• Strong leadership and talent management skills, with experience recruiting, developing, and retaining high-performing sales teams.
• Excellent communication, negotiation, and interpersonal skills with an established ability to build trust-based, lasting relationships.
• An authentic balance of empathy and accountability — both with team members and customers.
• Proficiency in CRM software (HubSpot preferred), MacOS, and Google Workspace.
• Ability to develop and execute business plans, manage account portfolios, and perform opportunity analysis.
• High degree of self-discipline, emotional intelligence, professionalism, adaptability and integrity.
• A consistently positive, enthusiastic attitude with a commitment to continuous learning and improvement.
• Sound negotiation, judgment, and decision-making capabilities in complex, high-stakes situation. 

Salary range $140,000-$150,000 with bonus opportunity