Senior Director, Business to Business; B2B Sales

The Senior Director, Business to Business (B2B) Sales provides strategic leadership and vision for Crate & Barrel’s Regional Business Sales organization, driving growth, market expansion, and customer value across multiple regions and business verticals. This role is accountable for defining and executing the sales strategy that enables long-term revenue growth, deepens client relationships, and strengthens Crate & Barrel’s position in the business and trade markets.

As a senior member of the Business Sales leadership team, the Senior Director oversees the regional sales team, ensuring consistent execution, high performance, and alignment with company objectives. This leader partners closely with cross‑functional executives in marketing, merchandising, operations, and finance to shape market strategy, optimize profitability, and deliver exceptional client experiences.

• Lead and scale the B2B sales organization across multiple regions, setting the strategic vision, goals, and performance expectations
• Develop and execute growth strategies that expand Crate & Barrel’s footprint in the corporate, hospitality, and trade markets. Partner cross-functionally with Marketing, Merchandising, and Product teams to create targeted go-to-market plans and client solutions
• Drive new business development while deepening relationships with existing clients to maximize customer lifetime value
• Inspire, coach, and develop Senior and Regional Sales Managers, fostering a culture of collaboration, accountability, and excellence
• Represent the B2B function in enterprise planning sessions and leadership forums, shaping strategy and influencing decision-making
• Monitor performance metrics, sales pipeline health, and forecasting accuracy to ensure visibility and operational discipline
• Collaborate with Operations, Logistics, and Customer Care to deliver a seamless, premium client experience from sale to delivery
• Oversee regional budgets and resource allocation, ensuring alignment with financial goals and operational priorities
• Champion diversity, inclusion, and professional development within the sales organization
• Serve as a visible ambassador of the Crate & Barrel brand at industry events, trade shows, and client engagements
• Partner with executive leadership to identify new opportunities, mitigate risks, and position the business for sustainable growth

• Proven ability to design and execute national or multi-regional B2B strategies that deliver sustainable revenue growth
• Skilled in engaging C‑suite leaders internally and externally; able to negotiate complex deals and shape organizational direction
• Deep understanding of sales analytics, forecasting, and performance optimization using CRM and BI tools
• Strong financial and operational management capabilities, including budgeting, resource allocation, and P&L influence
• Experienced in leading through influence across cross‑functional teams to deliver holistic client and business outcomes
• Demonstrated success building and scaling high-performing, geographically distributed sales organizations
• Thrives in a dynamic, high-growth, and rapidly evolving environment while maintaining focus on long-term strategic goals

• 12+ years of progressive B2B sales experience, including 7+ years leading multi-regional or national teams
• Bachelor’s degree required; MBA a plus
• A proven track record of scaling business sales organizations and exceeding revenue goals
• Strategic thinking and strong financial acumen with the ability to influence executive stakeholders
• Exceptional leadership, communication, and relationship-building skills
• Experience in home furnishings, design, corporate gifting, or adjacent industries preferred