Director of Sales - Food Service & Alternative Channels

DIRECTOR OF SALES,

FOOD SERVICE & ALTERNATIVE CHANNELS

ABOUT the company

The company is a premium truffle-infused condiments brand born at the intersection of heat and flavor. In 2015, the company co-founders built the popular food and lifestyle Instagram account @sauce. Just 2 years later, in 2017, the company co-founders launched their first viral product, the company Original Hot Sauce, which catapulted to success when Oprah selected it as one of her Favorite Things. After six years on Oprah's Favorite Things list and several groundbreaking new hot sauce flavors, the company has become one of the fastest growing brands in the hot sauce category. Over the last few years, the company has built on its unique flavor profile to launch new products in complementary condiment categories including pasta sauce, mayo, oil, and seasonings. The company's uniquely premium taste and aroma amplify the flavor experience of everyday dishes to make every day a culinary moment.

THE ROLE

The company is seeking an entrepreneurial, growth-minded Director of Sales to build Foodservice and Alternative Channels into meaningful growth engines. This leader will own channel strategy, customer development, distributor execution, and profitable growth. Foodservice will be the primary focus, driving both revenue and consumer discovery.

The opportunity spans restaurant operators, distributors, hospitality, corporate dining, colleges and universities, as well as specialty, off-price, department store, hardware, outdoor, and other alternative channels. This is a builder role with the opportunity to shape the strategy, secure partnerships, and scale new businesses for the company.

Channel Strategy & Planning

• Own the Foodservice and Alternative Channels strategy and deliver a multiyear plan for what it takes to win.

• Size opportunities and prioritize near-term wins by revenue potential, strategic fit, and ease of execution.

• Identify the products, formats, and bundles needed in each priority channel, along with the capabilities and investment required to scale.

Growth & Partnerships

• Own and grow alternative channel accounts across hardware and outdoor, off-price, specialty, and department store retail, plus relevant subscription and gifting partners.

• Build and direct broker relationships across channels, including partners such as A&G, BBI, and Green Nature Marketing.

• Develop distributor partnerships, including Dot Foods, Vistar, Sysco, US Foods, and regional distributors.

• Represent the company at customer meetings, trade shows, distributor shows, and industry events.

Account Operations & Activation

• Own key customer relationships across restaurant chains, coffee, independent restaurants, and priority foodservice segments.

• Partner with Marketing to develop and sell chain programs, including branded menu items and other product placements.

• Lead sell-in, launches, and ongoing execution with brokers and Supply Chain.

• Pilot local restaurant programs with brokers and distributors, measure conversion and repeat orders, and scale what works.

• Build account plans and support models that retain and grow major customers as the business scales.

Sales & Trade Management

• Manage pricing, promotions, and channel investments to grow profitable revenue.

• Track distribution, conversion, repeat orders, and program ROI; adjust plans based on results.

Risk & Compliance

• Anticipate risks to supply, margins, forecasts, and account retention; lead timely resolution.

• Ensure programs meet customer terms and operational requirements.

WHY the company

A brand people love. The company has built an organic fanbase of consumers who love the product and want to see the brand show up more boldly in culture.

An opportunity to build the next growth engine. You will shape and scale Foodservice and Alternative Channels into meaningful, profitable contributors to the company’s growth.

Direct access to senior leadership. You will work closely with the company’s Chief Commercial Officer, founders, and cross-functional leaders. Strong ideas can move quickly here.

A pivotal moment. With new products, expanding channels, and renewed focus on commercial execution, this is an opportunity to build something with visible impact.

Requirements

EXPERIENCE & QUALIFICATIONS

• 7+ years in CPG sales or business development, including 4+ years across Foodservice and Alternative Channels, with a record of profitable growth.

• Proven success winning large restaurant chains, coffee chains, or independent operators and expanding distribution in segments such as colleges, hospitality, and business dining.

• Experience growing sales in hardware retail, such as Ace Hardware or Tractor Supply. Experience in outdoor, off-price, specialty, or department stores is a plus.

• Experience building and managing brokers across channels, such as A&G, BBI, or Green Nature Marketing, and working with distributors such as Dot Foods, Vistar, Sysco, US Foods, or regional partners.

• Strength in channel planning, pricing, forecasting, trade investment, negotiation, and account economics.

• Experience representing a brand at foodservice trade shows, distributor shows, customer meetings, and industry events.

• Strong analytical, presentation, and relationship management skills; ability to travel 25%–40%.

Preferred

• Experience with subscription services or gifting partners, such as HelloFresh or ButcherBox.

• Experience in a high-growth food or beverage business.

WHO YOU ARE

• Builder mindset and Ownership Energy: Create momentum from ambiguity, take accountability, and follow through.

• Strategic and analytical: Focus on the best opportunities and use data to turn plans into results.

• the company lens: Weigh consumer relevance, premium brand fit, profitability, scalability, and feasibility.

• Curiosity, integrity, and trust: Listen, challenge assumptions, communicate openly, and surface risks early.

• Hungry for Growth: Learn quickly, pursue new opportunities, and raise the bar.

Benefits

WHAT WE OFFER

• Competitive salary and performance bonus

• Equity eligibility

• Health, dental, vision, and life insurance

• 401(k) with company match

• Paid time off, sick time, holidays, and parental leave

• Wellness, internet, and cell phone stipends

• Company-provided laptop