Director, Revenue

Director, Revenue (Onsite - 5 days per week)

Overview:

The Director, Revenue will lead revenue growth for WM Business by overseeing a high-performing sales team responsible for new business, account expansion, product adoption, and revenue target attainment. This role requires strong ad tech or Ad Tech sales leadership, revenue operations expertise, and a proven ability to train & develop sellers, improve sales execution, and build scalable revenue processes.

As a key sales leader, the Director, Revenue will own forecasting discipline, collections, pipeline management, sales effectiveness including how best to sell Weedmaps' value proposition, and team performance while partnering cross-functionally with Revenue Operations, Finance, Product, Client Success, and Sales Enablement to improve processes, support incentive and commission planning, and scale revenue performance.

The impact you'll make:

• Lead revenue strategy and sales execution for WM Business, with accountability for achieving revenue targets across new business, client retention, account growth, ad services, Ad Tech offerings, and product adoption.
• Manage, coach, and develop a team of Account Executives and Account Managers, with a focus on improving seller capability, pipeline discipline, consultative selling, closing effectiveness, and overall sales productivity.
• Own team-level quota attainment, forecasting, pipeline health, target setting, territory planning, and quarterly revenue planning in partnership with Sales Leadership, Revenue Operations, and Finance.
• Drive a disciplined Ad Tech sales culture focused on prospecting, qualification, discovery, solution selling, negotiation, retention, expansion, and long-term customer value.
• Partner closely with Revenue Operations to improve sales processes, CRM adoption, pipeline hygiene, reporting, sales workflows, territory design, revenue analytics, and visibility into key performance metrics.
• Support the development, evaluation, and refinement of sales incentive plans, commission structures, quotas, and performance measures to ensure alignment with business goals and seller motivation.
• Identify new tactics, lead sources, market opportunities, and revenue growth strategies to increase customer acquisition, deepen client relationships, improve retention, and expand account value.
• Monitor key performance indicators across quota attainment, pipeline generation, conversion, retention, product adoption, SLA adherence, OKRs, and revenue efficiency; use data to guide team priorities and improve outcomes.
• Partner cross-functionally with Product, Marketing, Client Success, Finance, Sales Enablement, and Executive Leadership to align sales positioning, market feedback, resource allocation, customer strategy, and revenue planning.
• Provide thought leadership on Ad Tech revenue models, revenue operations best practices, ad serving platforms, customer lifecycle management, competitive positioning, and opportunities to improve the overall WM Business platform offering.
• Lead, mentor, and develop a high-performing revenue team with a focus on accountability, sales excellence, coaching, collaboration, and continuous improvement.
• Provide hands-on coaching to improve seller effectiveness, including discovery, objection handling, account strategy, deal progression, negotiation, forecasting, and executive-level communication.
• Set clear expectations, provide regular performance feedback, and ensure team members are aligned to company goals, revenue priorities, and individual development plans.
• Build and maintain a performance-driven culture that celebrates meaningful wins, addresses performance gaps quickly, and reinforces high standards of sales execution.
• Recruit, retain, and develop top sales talent while ensuring the team is effectively structured, motivated, and resourced to meet business objectives.
• Champion professional development by identifying training needs, creating growth plans, and supporting career progression across the team.

What you've accomplished:

• Bachelors degree or equivalent combination of education and relevant experience.
• 8+ years of experience in Ad Tech sales, revenue leadership, account management, or commercial leadership roles.
• Significant experience leading revenue teams in Ad Tech, technology, marketplace, digital advertising, or platform-based business environment.
• 4+ years of people management experience, including substantial experience coaching, developing, and performance-managing sales professionals.
• Proven track record of owning and exceeding revenue targets, sales quotas, pipeline goals, and team performance objectives.
• Deep understanding of Ad Tech revenue models, customer lifecycle management, account expansion, retention, product adoption, pipeline management, and forecasting.Strong revenue operations experience, including sales process optimization, CRM discipline, territory planning, quota setting, reporting, pipeline analytics, and revenue performance management.
• Experience partnering with Revenue Operations, Finance, Sales Enablement, Product, Marketing, and Client Success to improve sales performance and revenue outcomes.
• Experience supporting or partnering on sales incentive plan design, commission structures, quota setting, territory planning, or revenue operations initiatives.
• Demonstrated ability to use data, dashboards, CRM insights, and sales metrics to evaluate performance, identify trends, and drive action.
• Strong business acumen with the ability to connect sales strategy, revenue operations, incentive design, customer growth, and team execution.
• Excellent communication, presentation, and influencing skills with the ability to engage credibly with senior leaders, cross-functional partners, and customer stakeholders.
• Comfort operating in a fast-paced, evolving environment with shifting priorities, ambitious goals, and a need for scalable revenue processes.

Bonus points:

• Cannabis industry experience or knowledge of the cannabis regulatory and business landscape.
• Experience with Salesforce, Tableau, or similar CRM, reporting, forecasting, and business intelligence tools.
• Experience in digital advertising, ad-serving platforms, marketplace businesses, or multi-product Ad Tech environments.
• Experience leading teams through growth, transformation, process improvement, revenue model evolution, or sales process redesign.
• Strong understanding of customer segmentation, territory planning, sales compensation, revenue analytics, and customer lifecycle revenue strategy.

The base pay range for this position is $170,000 - $204,000 per year, and a competitive bonus

2026 US Benefits for Full Time, Regular Employees:

• Physical Health (Medical, Dental & Vision)
• 100% employer-paid premium for employees
• Up to 80% coverage for dependents
• Company HSA contribution with the High Deductible Health Plan
• 401(k) Retirement Plan (employer will match contribution up to 3.5% of employee contribution)
• Basic Life, Voluntary Life and AD&D Insurance options
• Supplemental, voluntary benefits
• Student Loan Repayment/529 Education Savings with a monthly company contribution
• FSA (Medical, Dependent, Transit and Parking)
• Voluntary Life and AD&D Insurance
• Critical Illness Insurance
• Accident Insurance
• Short- and Long-term Disability Insurance
• Pet Insurance
• Identity theft protection
• Legal access to a network of attorneys
• PTO, paid sick leave, and company holidays (including a 2026 holiday shutdown)
• Paid parental leave