SUNBOY - Director of Sales

DIRECTOR OF SALES

SUNBOY Spiked Coconut Water · Full-time · Remote, U.S. (~30% travel) · Reports to the CEO

SUNBOY is looking for a Director of Sales to lead our field sales team and take us from fast-growing challenger to the brand every distributor wants in their book. You've run a team in beer or beverage alcohol, you live in the numbers, and you know how to build a sales culture where people hit their goals. You'll own the number, the team, and the system that gets us there.

The Role

Our Regional Sales Managers are talented, constantly in-market and spread across a lot of territory. We need a leader who will set the bar, hold the team to it, and build out the bench as we add markets. You'll report directly to our CEO and work closely with our Director of Distribution, Director of Key Accounts, and Director of Marketing.

Responsibilities

• Lead, coach and hold accountable our team of Regional Sales Managers, setting clear territory goals and reviewing them weekly
• Build the sales operating system: KPIs, scorecards, cadence, CRM hygiene and reporting that tell us exactly where we stand by market, distributor and account
• Design incentive and commission structures for the team and for distributor sales forces that reward the right behaviors (PODs, velocity, reorders, new accounts)
• Own the annual and quarterly sales plan by market, and the depletion forecast that feeds production
• Recruit, hire and onboard new RSMs, reps, and brand ambassadors as we expand into new markets
• Partner with distributor leadership on goals, blitzes, incentive programs and market reviews
• Turn data (depletions, IRI/scan data, distributor reports) into clear actions for the field
• Get in the market: ride with RSMs and distributor reps, run work-withs, and close key accounts yourself
• Report to the CEO and leadership team on performance, pipeline and team health
• Work with the Director of Marketing to create the sales collateral and in-market POS you need to hit your goals

The Ideal Candidate

• 5+ years in beer, wine, spirits or RTD sales, including 3+ years managing a field sales team
• Supplier-side experience strongly preferred; distributor-side leadership experience valued
• Deep command of three-tier distribution, depletions, chain and independent execution, and distributor management
• A builder of systems: you've set up KPI dashboards, sales cadences and comp plans, and can show the results
• Direct, demanding and fair. People want to work for you and they work hard for you.
• Startup or emerging brand experience is a big plus

Requirements

• Must be 21 years of age or older
• Willing to travel extensively (~30%), including nights and weekends as needed
• Comfortable with CRM, Excel/Sheets and distributor reporting tools

Compensation

• Base salary: $85,000- $145,000, depending on experience
• Annual bonus target of approximately 20% of salary
• Incentive equity
• Health insurance and benefits
• Car allowance plus a travel and entertainment budget

About SUNBOY Spiked Coconut Water

Coconuts make people happy. That's why founders Luke McKenna and Yair Tygiel started sourcing and importing fresh coconuts for cocktail service over a decade ago. A whimsical idea to throw coconut parties from tropical bike carts on the Brooklyn Bridge has grown into the world's first ready-to-drink spiked coconut water, now sold in Target, Kroger, Whole Foods, H-E-B, Publix and more through 40+ distributor partners. SUNBOY is 5% ABV, gluten-free and vegan, with no added sugar and three times the electrolytes of leading sports drinks. "You'll thank us tomorrow morning." Our mission is simple: to spread joy with coconuts.

What we offer: Competitive salary, bonus and equity (where noted), health insurance, a fun, scrappy and supportive team, and all the spiked coconut water your heart desires.

Timeline: We're interviewing in late November and early December, with offers by December 15 and a start date of January 11, 2027.

How to apply: Apply at drinksunboy.com/careers.

SUNBOY is an equal opportunity employer. We're committed to diversity and inclusion and to making SUNBOY a fun, supportive workplace for everyone. You must be 21 or older to apply.