Director of Sales

Director of Sales

Location: Los Angeles

Reports to: Founder / Executive Team

Compensation: $100k - $115k + Commission

About rocky’s matcha

rocky’s matcha aims to make a great cup of matcha for good people everywhere.

The Position

We are seeking a Director of Sales to lead and scale wholesale, foodservice, and retail growth for a premium matcha brand. This role is responsible for expanding distribution, building long-term retail partnerships, and implementing the operational and compliance infrastructure required to support national-scale growth.

The ideal candidate is both strategic and execution-oriented, with experience navigating specialty retail and national grocery environments while building the internal systems needed to manage rapid account expansion.

Key Responsibilities

Sales Strategy & Growth

• Own and execute sales strategy across specialty retail, food service, and grocery channels
• Develop and manage key accounts from pitch through onboarding, launch, and ongoing growth.
• Lead expansion into regional and national retail partners & increase presence across all channels (cafés, coffee shops & tea houses, boutique grocery & specialty retail, national & regional grocery chains, hospitality & restaurants, corporate gifting):
• Build account-level growth plans focused on sustainable distribution, velocity, and margin
• Forecast annual & monthly revenue and collaborate with leadership on sales targets and priorities

Retail Readiness, Compliance & Operations

• Own retail compliance and operational readiness for large and national accounts, including:
• Vendor onboarding and retailer portals
• Insurance, compliance documentation, and retailer requirements
• Case packs, barcodes, palletization, pricing architecture, and payment terms
• Partner with operations and finance to ensure inventory, fulfillment, and cash flow align with sales growth

Sales Operations & Internal Infrastructure

• Design and implement scalable internal sales processes to support account growth
• Build and maintain accurate forecasting, reporting, and pipeline management
• Establish pricing discipline, promotional frameworks, and trade spend guardrails
• Recruit, manage, and mentor sales talent as the organization scales
• Assist in development and distribution of point-of-sales materials

Brand Representation

• Represent the brand with professionalism and credibility in partner meetings and industry settings
• Collaborate closely with marketing on launches, promotions, and in-store activations
• Provide education and training on our product portfolio to our sales team, wholesale partners and account partners

Qualifications

• Must be located in greater Los Angeles region
• 3+ years of sales experience in CPG, specialty food & beverage, or adjacent categories
• Demonstrated experience selling into specialty retail and national grocery channels
• Hands-on familiarity with retail onboarding, compliance, and operational requirements
• Strong understanding of wholesale economics, margins, and trade spend
• Highly organized, process-oriented, and comfortable owning a forecast
• Brand-conscious with strong communication and negotiation skills
• Thrives in a fast-growing, entrepreneurial environment

Please send your resume and cover letter to jobs@rockysmatcha.com 

Applicants are expected to have current work authorization in the country that the role is located. 

We strongly encourage under-represented minorities to apply. 

rocky’s matcha is an equal opportunity employer - we welcome everyone to our team. 

It has been and will continue to be a fundamental policy of rocky’s matcha not to discriminate on the basis of race, color, creed, religion, gender, gender identity, pregnancy, marital status, partnership status, domestic violence victim status, sexual orientation, age, national origin, alienage or citizenship status, veteran or military status, disability, medical condition, genetic information, caregiver status, unemployment status or any other characteristic prohibited by federal, state and/or local laws. This policy applies to all aspects of employment, including hiring, promotion, demotion, compensation, training, working conditions, transfer, job assignment, benefits, layoff, and termination.