At Aunt Flow, we’re on a mission to make period care more equitable, sustainable, and accessible in schools, offices, public spaces, and beyond. As a leading provider of high-quality period products and dispensers, we partner with businesses and institutions to champion menstrual equity and create a better bathroom experience for everyone.
About The Role:
As Director of New Business Sales at Aunt Flow, you’ll build and lead the team responsible for bringing new customers to Aunt Flow. This is a player-coach role in a department that is just getting off the ground: you’ll lead a team of Associate and Senior Account Executives, carry your own new business quota, and shape the processes, playbooks, and rhythms that let this team scale.
You’re a hunter who loves leading hunters. You know what a healthy outbound pipeline looks like, you can coach a rep through a stalled deal and then go close one of your own, and you’re energized by building something rather than inheriting it.
Reporting to the VP of Revenue and working alongside our leaders in Account Management, Distribution, Marketing, and Revenue Operations, you’ll be the voice of new direct business across the revenue organization and a key input into how the company forecasts growth.
Responsibilities:
Lead, coach, and develop a team of Associate and Senior Account Executives who own new business from first outreach to signed contract, through regular 1:1s, deal reviews, and call coaching
Build a high-performance hunter culture: set clear activity and pipeline standards, hold the team accountable to them, and celebrate the wins
Own the new business team’s revenue targets while carrying and exceeding your own individual new business quota
Lead from the front on strategic mid-market and enterprise opportunities, modeling multi-threaded, ROI-driven deal execution
Deliver accurate, accountable new business forecasts and pipeline insights that leadership relies on for company planning
Build out the department’s core processes, including prospecting motions, stage definitions and exit criteria, discovery and proposal standards, and onboarding and ramp plans for new reps
Champion our systems and processes: model disciplined HubSpot use, hold the team to a high standard of CRM hygiene, and partner with Revenue Operations to define the metrics that matter and use data to find bottlenecks and improve conversion
Drive full adoption of our sales tech stack across the team, learning and using every platform in our ecosystem yourself and making sure your reps do the same
Partner with Marketing to sharpen messaging, campaigns, and lead quality, feeding field intelligence back into go-to-market strategy
Ensure every newly closed customer is handed off cleanly to Account Management so new accounts launch successfully and stay engaged
Work with the Distribution team on rules of engagement for prospects that buy through distribution partners
Hire and ramp new Account Executives as the team grows, with a clear development path from Associate to Senior AE
Represent Aunt Flow at select industry events and tradeshows to build relationships and pipeline
Requirements:
7+ years of B2B sales experience selling a physical product, including at least 2–3 years leading a team of quota-carrying new business reps
Proven track record of meeting or exceeding both personal and team new business quotas
Hands-on experience building or scaling a sales function: playbooks, process, pipeline standards, and rep onboarding
Strong forecasting expertise and comfort owning the numbers leadership plans against.
Experience selling to commercial and institutional buyers (offices, hospitality, education, healthcare, municipalities) and navigating multi-stakeholder sales cycles
Advanced, hands-on HubSpot skills and a track record of enforcing CRM hygiene across a sales team
A commitment to learning and fully using our ecosystem of sales and SaaS platforms (HubSpot, Apollo, Kixie, Fathom, NetSuite, Shopify), and to driving…