Director of Sales

A note from Royce Luque VP of Sales: I need a leader who runs toward the number not one who reports on it after the fact. Weve built a product that more than 1000 dispensaries trust and a market thats ready to move and the thing that turns that into revenue is a sales floor coached hard forecasted honestly and pushed every day. Thats the job. Youll sit between the team and me as the manager of our Account Executives and Market Partners and youll develop the people who carry our quota. Im looking for an operator who has closed deals built pipelines and turned reps into performers and who finds whats broken and fixes it without waiting for me to point it out. Get that right and youll have my trust and a direct hand in everything that matters here. If thats the run you want lets talk.

Flowhub has spent a decade building the platform that runs regulated cannabis retail and the market is ready. Over 1000 dispensaries trust us; new ones open every week and established retailers are moving off the software that has held them back. Our Account Executives and Market Partners turn that demand into revenue. The Director of Sales leads them.

As Director of Sales you own the end-to-end performance of the sales floor. You coach Account Executives against quota and full-funnel metrics hold the team accountable for self-sourced pipeline and not only inbound forecast with a discipline leadership can count on and build the plays objection-handling frameworks and onboarding that get reps productive fast. When something is off track you find it and fix it before it costs a quarter.

Youll report to Royce Luque VP of Sales and serve as the true manager of our Account Executives and Market Partners sitting between Royce and the team. Our Sales Team Lead Olivia Self reports to you and together youll run the floor day-to-day. Youll work on-site at our Coconut Grove HQ in Miami five days a week in the room with the reps you coach and the leaders who set the strategy.

• Team performance and development. Coach Account Executives and Market Partners against quota conversion rates pipeline coverage and forecasting accuracy. Run the 1:1s and deal reviews that lift win rates and shorten cycle time and develop Olivia and the front line into the next set of leaders.

• Pipeline forecasting and the number. Own forecast accuracy and pipeline quality and know whats genuine versus wishful. Hold reps accountable for the outbound they generate not just the inbound they catch and run inspection often enough to act before a quarter slips.

• The plays the team actually uses. Build and implement the playbooks objection-handling frameworks and sales motions reps reach for under pressure. Own onboarding and ramp so new hires get productive quickly.

• Cross-functional execution. Partner with RevOps and Marketing on attribution campaign performance and funnel efficiency. Spot the gaps across the process and close them without waiting for direction.

• Flowhub in the field. Get into territory at least once a month with the team to represent Flowhub at regional trade shows run live demos for operators take prospects out and visit dispensaries in person. A lot of the market is won in those rooms and the team takes its cue from how you show up in them.

• Building the bench. Partner with the People Team to recruit interview and hire the Account Executive and Market Partner talent that keeps the floor full and the bar high.

• You lead from the front. Youve carried a number yourself and youd rather get into the deal and model the move than manage from a dashboard.

• Youre ready for the step up. Youve managed or led a team and owning a floor of your own with a Director title is the move you want next not a someday goal.

• You coach with evidence. You develop reps into performers you know the difference between managing activity and building skill and your people get measurably better under you.

• You forecast honestly. You call the number you believe you inspect the pipeline behind it and youd rather deliver a hard truth early than a pleasant surprise that never arrives.

• You build the plays. Playbooks objection handling ramp programs: youve created them from scratch and gotten a team to actually use them.

• You move without permission. You see a gap and close it. Heavy approval chains slow you down and youd rather own the call and the outcome than wait for cover.

• Youre Miami-ready and bought into the mission. This is on-site at Coconut Grove five days a week and you see cannabis for the fast-growing legitimate business it is.

• You manage by reporting not outcomes. If your instinct is to summarize what happened rather than change what happens next this floor will outpace you. We measure leaders by the teams results not the tidiness of the recap.

• You wait to be told. This role is built for someone who diagnoses a problem and acts on it. If you need direction before you move the autonomy here will feel uncomfortable.

• Youve never carried or coached a number. We need someone who has closed and led not a first-time manager learning both at once. Either way what youve actually run matters more than the title or the logo.

• Youre allergic to cannabis. Our customers are dispensaries. If thats a non-starter for you personally or morally this isnt the right home. If you see it for what it is a legitimate growing business solving a hard operator problem youll be in good company.

• Remote is non-negotiable. This position is on-site at our Coconut Grove HQ five days a week. If you need fully remote this one wont fit.

• A B2B SaaS or payments sales background with at least 2 years managing or leading a team. Royce cares more about how you run a team and develop people than the exact years on paper or the size of your old number so treat this as a guide not a gate. A sharp manager a couple of years in clears this as cleanly as a tenured one.

• A managers operating system. Tight pipeline management disciplined 1:1s and the systems and CRM adoption that keep a teams data honest. You run a process not vibes and your teams forecast means something because of how you run it.

• Strong coaching instincts. You develop reps rather than just monitoring activity and you can point to specific people who improved under you.

• Still close enough to sell. You can model the motion jump into a live deal and earn the teams respect by doing the job not only managing it.

• A data-driven approach to the funnel. You read conversion coverage and cycle time and you use them to change behavior not just to populate a report. Comfortable in Salesforce and modern sales-engagement tooling (Outreach or similar); the stack is learnable the discipline behind it is the bar.

• Nice to have: experience in payments POS or merchant services; building enablement or onboarding programs; or selling into retail hospitality or another high-volume multi-location market.

We respect your time. Each conversation should give you a clearer picture of whether this is the right move for you.

• Stage 1 (Recruiter Screen): A 30-minute conversation with Aaron Friedman our talent acquisition partner on your background what youre looking for and mutual fit.

• Stage 2 (People Team Connect): A 30-minute call with Denisse Flack People Team leader at Flowhub on how you operate and how youd fit the culture.

• Stage 3 (Leadership Connect): A 45-minute conversation with Will Zinsmeister Chief of Staff and Royce Luque VP of Sales on your approach to leading a sales team and owning a number.

• Stage 4 (Final Connect On-Site): A visit to our Coconut Grove HQ to meet the team work through a panel with sales leadership and get a feel for the floor youd run. Plan for a couple of hours.

Total time from first conversation to offer: roughly two to three weeks for a strong candidate.

• Compensation : $110K to $130K base and $220K to $240K OTE with base and variable calibrated to experience plus meaningful equity in a profitable well-funded company.

• Full Benefits : Medical dental vision life disability insurance and 401(k).

• Time Off : Unlimited PTO and paid holidays.

• Where Youll Work : On-site at our Coconut Grove HQ in Miami five days a week with regular travel within your territory (at least monthly) for trade shows live demos and dispensary visits.

• The Upside : Lead the team that turns a category-defining platform into revenue with a VP invested in your growth and a clear runway as Flowhub scales into adjacent verticals. The product is proven the market is ready and the floor is yours to build.

• Mission-First. Were here to solve real problems for the operators we serve not to chase whats trending.

• Maximum Urgency. Speed compounds. We act now not later.

• Own It. No spectators. Everyone runs their part of the field.

• Championship Team. High bar full trust no carry-on talent.

• Efficient Execution. We scale process with technology not headcount.

• Dispensary Obsessed. The retailer is the boss. Their problem is our problem.

• Positive Intent. We assume the best of each other and earn the right to disagree well.

Flowhub builds the technology that runs regulated retail. We exist to solve the hardest operational and compliance problems in American commerce the ones that decide whether a business in a tightly regulated market clears its first audit or its hundredth. Cannabis is where we started: the toughest version of the job where the rules shift at every state line and one miss can cost a retailer their license. Solving it made us the fastest-growing regulated retail technology company in the country.

Flowhub powers compliance point-of-sale (POS) payments e-commerce inventory management loyalty and analytics for thousands of cannabis retailers nationwide. We process more than $4 billion in our customers sales each year achieved profitability in 2023 (a milestone almost no one else in this category has reached) and help high-volume dispensaries automate operations grow revenue and deliver a better customer experience.

Founder and CEO Kyle Sherman built Flowhub from the inside out. As a Head of Compliance at early cannabis companies he ran headfirst into the inefficiencies of existing platforms and set out to create software that would accelerate workflows increase accuracy and simplify compliance. He desperately needed it and found others did too. Flowhub was born. Back in 2014 before most of the industry existed he became the first to integrate with the states Metrc tracking system lobbying Colorado to open the API thats now an industry standard. Kyle still sets the companys vision and strategy.

Flowhub is privately held and backed since the start by serious capital and serious people. Our investors include PayPal Headline Poseidon Shawn Jay-Z Carter Evolv Ventures (the Kraft Heinz Companys venture arm) and the founders of Venmo. Our board includes Blake Irving who as CEO took GoDaddy from a few thousand customers to more than 20 million. Were a founding member of the US Cannabis Roundtable (USCR) the lobbying and advocacy group working to normalize and professionalize the market at the federal level.

This is an inflection point. POS-native e-commerce launched in 2025 marketing came with it and our 2026 brand evolution positions Flowhub as the regulated retail technology company it has always been. Were rebuilding how we make software around engineers who direct teams of AI agents and pointing that at a roadmap of adjacent verticals where age-gated compliance-heavy operators have waited long enough for a platform that fits the way they actually run.

We hire people not resumes. If this role excites you and you think youd be great at it please apply.

Flowhub is an equal opportunity employer. We dont discriminate on the basis of race color religion sex national origin age disability sexual orientation gender identity or any other protected characteristic. Need accommodations during the application or interview process Reach out to us at .

Required Experience:

Director