Director of Sales

Proponents is an innovative and growing building products manufacturer and wholesale supplier. We offer a curated selection of proven, pro-grade, high-quality, affordable building products from trusted and vetted partners -- tailored to the needs of skilled construction pros in the field. We are career construction professionals and serve as genuine allies to our customers, enabling their growth and success.

Director of Sales

Position Description:

The Director of Sales will be responsible for building, leading, and scaling Proponents’ sales organization from the ground up. You will develop and execute the company’s go-to-market strategy, cultivate relationships with key customers — including developers, general contractors, and trade partners — and establish the systems, processes, and team to drive growth and profitability.

This is a hands-on leadership role that combines strategic vision with active field engagement. You’ll build the foundation for how Proponents sells, serves, and grows with our customers.

Key Responsibilities:

Sales Leadership & Strategy

• Define and implement the overall sales strategy, revenue targets, and customer segmentation.
• Establish clear goals, KPIs, and performance standards for the sales organization.
• Build and refine pricing, quoting, and margin management frameworks.
• Partner with Operations, Supply Chain, and Marketing to ensure alignment between sales activity and fulfillment capability.

Customer Acquisition & Relationship Management

• Leverage an existing network of developers, general contractors, and subcontractors to accelerate market penetration.
• Build deep, long-term relationships with key accounts for multi-project partnerships and full-material buyouts.
• Lead major customer presentations, contract negotiations, and project closeouts.
• Serve as the “face of Proponents” in the field — at job sites, association events, and industry functions.

Team Building & Development

• Recruit, onboard, and develop the first cohort of sales representatives and account managers.
• Establish a culture of accountability, customer focus, and continuous improvement.
• Mentor and coach sales staff, creating clear career paths and performance expectations.
• Collaborate with Sales Operations to ensure CRM adoption, data hygiene, and reporting accuracy.

GTM Execution & Market Development

• Contribute to the development of Proponents’ sales playbooks, collateral, and training programs.
• Identify regional growth opportunities and strategic partnerships in the Southeast and beyond.
• Provide field intelligence on customer needs, pricing trends, and competitive positioning.
• Work closely with leadership on channel strategy (direct-to-contractor, distributor partnerships, and project buyout models).

Cross-Functional Collaboration

• Align closely with Operations to ensure seamless customer experience from quote to delivery.
• Partner with Marketing to refine messaging, campaigns, and lead generation strategies.
• Provide strategic input on product expansion, packaging, and service offerings.

Qualifications:

• 10+ years of sales experience in building materials, construction products, or distribution.
• Strong network of developers, general contractors, and subcontractors — ideally across the Southeast U.S.
• Proven success in large-scale project sales (wholesale or full project buyouts).
• Experience building or scaling a sales team in a startup or high-growth environment.
• Strategic thinker with strong operational and financial acumen.
• Proficiency with CRM systems and sales pipeline management (HubSpot, Salesforce, or similar).
• Excellent communication, leadership, and negotiation skills.
• Entrepreneurial mindset — comfortable with ambiguity, building from scratch, and driving accountability.

Compensation & Benefits

• Competitive base salary + performance-based bonus or commission structure.
• Health, dental, and retirement benefits.
• Vehicle/mileage reimbursement for field travel.
• Clear advancement path to VP of Sales as organization grows.

NOTE: This document outlines the general nature and level of work expected from individuals in this role.  It's important to understand that this is not an exhaustive list of responsibilities, duties, and skills.  Additional tasks or job functions that can be safely performed may be required as necessary by supervisory personnel.  This flexibility in additional duties showcases the company's adaptability and encourages employees to be versatile. The employee is expected to adhere to all work rules, procedures, and policies established by the company, including, but not limited to, those contained in the employee handbook.