Director of Sales

About the Company Chicory is the leading contextual advertising platform for CPG & grocery, transforming food content into dynamic commerce experiences that take consumers from inspiration to checkout. Our platform reaches 150 million grocery shoppers each month across a network of 7,000+ websites, food blogs, and apps, including The Kitchn, Food Network, MyFitnessPal, and powers 70+ leading retailers through direct integrations and retail media partnerships. By combining engaging media with contextually relevant, brand-safe content, we help CPG brands and retailers connect with consumers in an active mindset during high-intent moments—whether they’re discovering new recipes, planning meals, or building grocery lists. From curiosity to conversion, Chicory enables brands to show up in the moments that matter most, delivering full-funnel outcomes with ease. Recognized as a 2025 Best Workplace by Inc. Magazine and as a 2023 Fastest-Growing Private Company in America by Inc. 5000, we believe that what sets Chicory apart is our diverse experiences and skillsets coupled with our shared values. Learn more at www.chicory.co . About the Role Chicory is growing, and we're looking for a Director of Sales who is energized by building high-performing teams and translating big-picture revenue strategy into day-to-day execution. This is a pure people leadership role where your success is measured by the success of your team. Sitting between our CRO and a team of sellers, you'll be the connective layer that turns vision into results. This role is for a seasoned sales leader who knows how to develop sellers at varying levels; you'll coach deals, raise the floor of your team, and create an environment where our team is motivated to do their best work. Responsibilities Own team quota attainment end-to-end, actively managing pipeline health, forecast accuracy, and the interventions needed to keep the team on track each quarter, including performance management Coach and develop a team of sellers through 1:1s, deal reviews, and call coaching, with a focus on scaling growth Translate the CRO's revenue strategy into a clear, executable team plan, including territory design, account prioritization, and outreach frameworks Deliver accurate, data-informed forecasts to the CRO on a weekly and quarterly basis, proactively identifying pipeline risk Build and maintain a documented, repeatable sales playbook Partner cross-functionally with Marketing, Client Success, Campaign Management, Product, and Partnerships to remove blockers and deliver seamless client experiences Attract, onboard, and retain high-performing sellers, addressing underperformance early and creating clear growth paths for top talent Externally facing with customers, regularly joining sales calls, building leveled-up client relationships, and meeting with customers in the field Serve as the primary escalation point for complex deals, renewals, and client relationships that require senior involvement Keep the CRO informed with honest, well-synthesized reporting and execute on decisions with speed and clarity Build upon team and company culture and act as a champion of the Chicory Principles Qualifications 7+ years of sales experience, with 4+ years in a people management role leading a team of quota-carrying sellers Proven track record of hitting or exceeding team revenue targets in a digital media, shopper marketing, and CPG environment Experience building or significantly improving a sales process, including pipeline management, forecasting methodology, and coaching frameworks Strong ability to develop sellers at varying skill levels, from onboarding new hires to elevating tenured sellers Data-driven mindset with the ability to diagnose team performance gaps and act on them quickly Excellent communicator who can synthesize complex information for a CRO and translate strategy clearly for a seller Comfortable operating in a fast-moving, dynamic environment where priorities shift and ambig…