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 d 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 envir