About the role
We are looking for a Director of Sales with 2+ years of management experience to lead a team of AEs and build the sales motion for Marble Health's multi-state expansion into new school district markets. You'll be a strategic, entrepreneurial sales leader who thrives in ambiguity — someone who can both coach a team and roll up their sleeves to figure out why deals are stalling in a brand new territory.
What will you be doing?
- Own two states and manage ~8 AE direct reports, driving productivity and quota attainment across your territory (70% management, 30% IC)
- Develop and iterate on new sales motions for states where Marble has never operated — diagnose what's not working and build new process from scratch
- Sell alongside your team where it counts, helping navigate SMB school district partnerships from outreach to close
- Recruit, coach, and develop a team of relatively junior AEs, keeping them motivated and running in the right direction
- Collaborate with company leadership (including new CRO) to set territory strategy and bring field insights back to product and marketing
Key Requirements
- At least 2 years of sales team management experience — must have directly managed salespeople (non-negotiable)
- Demonstrated ability to operate in ambiguous, early-stage environments — has built or significantly shaped a sales process, not just run an existing playbook
- Strong strategic and analytical thinking — can identify why deals are stalling and introduce new steps/motions to fix it (zero-to-one mindset)
- Mission-driven with genuine interest in youth mental health, education, or social impact — not purely coin-operated
- Based in or willing to relocate to NYC; able to work from SoHo office 3 days/week
