Director of Sales Strategy

Director of Sales Strategy

Salt & Straw is looking for a Director of Sales Strategy to help grow and strengthen our wholesale and business development channels. Reporting to the VP of Sales and Business Development, this role will lead sales strategy across grocery, food service, out-of-home, and other B2B channels. You'll own key accounts, build new business, strengthen forecasting and commercial planning, and create the tools and operating rhythms that help the organization make better growth decisions.

What You'll Do

• Develop annual and multi-year sales plans across channels, accounts, revenue, distribution, and profitability
• Lead strategic customer relationships, including account planning, business reviews, negotiations, and issue resolution
• Build and manage a disciplined new business pipeline
• Own forecasting, budgeting, pricing recommendations, performance reporting, and account profitability
• Partner closely with Finance, Supply Chain, Manufacturing, Operations, Marketing, and R&D to align growth plans with operational realities
• Build stronger sales tools, CRM practices, dashboards, account plans, and commercial processes
• Lead cross-functional planning for launches, promotions, and major customer initiatives
• Provide clear recommendations, risks, and tradeoffs to senior leadership

Qualifications

You're a commercial leader who can move easily between strategy and execution. You know how to grow accounts, build structure, and bring people along. You're equally comfortable discussing channel strategy and pricing with executives as you are digging into a forecast, preparing for a customer meeting, or solving a cross-functional issue.

We're especially excited if you have:

• Bachelor's degree in Business, Marketing, Finance, Hospitality, or a related field, or equivalent relevant experience
• 8+ years of progressive experience in CPG grocery sales, wholesale, business development, sales strategy, or national account management
• Deep CPG grocery experience, with preference in natural channel
• Experience managing complex regional or national accounts
• Strong knowledge and demonstrated ownership of pricing, trade, forecasting, margin, and channel profitability
• Experience building or scaling sales processes, channels, or commercial programs
• Strong cross-functional leadership and communication skills
• A hands-on, independent working style and comfort operating without a fully built playbook
• Experience working with ERP, CRM, and sales analytics tools to support planning, reporting, and decision-making
• Ability to travel as needed to support customers, partners, and business priorities

What Success Looks Like

You'll help Salt & Straw make smart choices about where to grow, strengthen relationships with key partners, improve commercial planning, and make sure customer commitments translate into plans the broader organization can execute. You'll bring clarity to complexity, build stronger commercial systems, and help grow the business in a way that is ambitious, financially sound, operationally realistic, and true to the Salt & Straw brand.

Total Rewards

We believe great work starts with taking great care of our people. Our Total Rewards program is designed to support your health, growth, finances, and life outside of work. Eligible team members enjoy:

• Hybrid work schedule (4 days per week in our Portland Support Center)
• Flexible Time Off (FTO)
• Twelve paid company holidays
• Paid sick time
• Twelve weeks of paid parental leave
• Medical, dental, and vision coverage
• Employer-paid life insurance and short- and long-term disability coverage
• Mental health resources for you and your family
• 401(k) with company match
• Educational assistance
• Transportation and parking subsidies
• Dog-friendly Portland Support Center
• 30% Team Member Discount
• First access to new flavors before they're available to the public
• Annual performance reviews and merit increases
• On-demand pay options

Wage Transparency

We are actively embracing pay transparency by disclosing the target hiring range for this position as $135,000–$150,000, depending on experience and qualifications, while highlighting its full earning potential within the broader salary range of $125,000–$175,000.

Our Values

Everything we do is guided by five values. These values shape how we lead, collaborate, innovate, and create extraordinary experiences for our guests and one another.

• Create the Unbelievable
• Show Up Generously
• Act with Thoughtful Curiosity
• Share Human Kindness
• Make It Count

Equal Employment Opportunity

Salt & Straw is committed to creating an inclusive workplace and providing equal employment opportunities to all applicants regardless of race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity, or any other protected characteristic.

E-Verify Participation

Salt & Straw participates in E-Verify to confirm employment authorization.