Director, Wholesale Sales

About Vale

At Vale, our goal is to make magic and bring the real benefits of matcha to a billion people. We are a group of fun-loving, matcha enthusiasts who believe that a good idea can come from anywhere. Vale is a Seattle startup making magic through cutting-edge technology, automation, and world class hospitality experiences. We are a dynamic and highly cross functional team with a wealth of experience in food service, food automation, software engineering, aerospace, and consumer electronics.

We have come together to develop the Matcha experience of the future — whether that’s in a cafe, your neighborhood park, or at home.

You are someone who is enthusiastic about matcha, obsessed with innovation, and loves being a part of a dynamic team.

• Enthusiastic about matcha. The world of matcha is huge, so you should be curious about its benefits, flavor profiles, and methods of preparation.
• Detail Oriented. Take pride in your craft and ensure Vale’s products are consistent, repeatable, and of the highest quality.
• Versatile. Bringing matcha to a billion people is dynamic work! You should be comfortable sharing your expertise in one area, but capable of owning something new in another.
• A bar raiser with proven experience. You don’t just meet the standard — you raise it. You bring deep, hands‑on expertise that elevates everyone around you and sets a new benchmark for what great looks like.
• Excited to be a part of a growing team. Vale is a growing company and we want you to grow with us.
• A proven wholesale leader. You build high‑performing teams and long‑lasting channel partnerships. You think strategically and execute relentlessly.

As Director of Wholesale Sales, you will build and lead Vale’s national wholesale sales organization, developing the strategy, team, and partnerships needed to make Vale a household name in cafes and retail across the country.

• Develop and execute Vale’s national wholesale sales strategy across all regions
• Hire, manage, and develop a team of Business Development Representatives
• Own the full wholesale P&L including revenue targets, pricing strategy, and cost of sales
• Build and maintain senior‑level relationships with key wholesale accounts and distributors
• Establish sales processes, CRM standards, and reporting cadences across the team
• Partner with Marketing and Product on go‑to‑market planning for new products and channels
• Represent Vale at national trade shows and industry events
• Provide executive leadership with regular updates on pipeline, performance, and market trends

• Legally authorized to work in the United States
• 7+ years of wholesale or channel sales experience in food & beverage or CPG
• 3+ years of people management experience with a track record of building high-performing teams
• Proven ability to grow a wholesale channel from early stages to scale
• Strong network of relationships with food & beverage buyers, distributors, and brokers
• Data‑driven approach to sales management with proficiency in CRM platforms

$130,000 – $165,000 base per year plus commission

• Company funded ORCA card
• Medical, dental, and vision benefits
• Annual bonuses
• Joining a fun startup in Seattle