# Director of Sales

**Company:** [Hilbert](https://hotfix.jobs/companies/hilbert)
**Location:** San Francisco, CA
**Role:** Account Executive
**Experience:** 8+ years
**Skills:** Enterprise Sales, Go-to-Market Strategy, account mapping, Outbound Prospecting, executive selling, Revenue Forecasting, Sales Playbooks, CRM, Pipeline Management
**Posted:** 2026-07-17

> Director of Sales to own enterprise revenue for Hilbert's AI growth platform, focused on major US grocery, QSR, and retail accounts. Must self-source pipeline, close complex strategic deals, translate technical AI capabilities into business impact, and build repeatable sales playbooks and GTM motion from the ground up.

## Job Description

## What you'll do
- Own enterprise revenue from pipeline generation to close to expansion across priority US grocery, QSR, retail, and consumer accounts.
- Open doors into the largest target accounts by leveraging existing relationships, sharp account mapping, creative outbound, and direct executive-level selling.
- Close complex, high-value strategic accounts where the buyer may sit across merchandising, growth, digital, operations, analytics, finance, or the executive team.
- Translate Hilbert's technical product into a clear business case around user behavior, revenue drivers, merchandising decisions, growth levers, and sustainable commercial impact.
- Build the first repeatable playbooks for account selection, buyer mapping, qualification, discovery, business-case creation, forecasting, close plans, and expansion.
- Map the US market deeply, including the highest-value grocers, QSRs, retailers, delivery platforms, and consumer operators where Hilbert can create immediate leverage.
- Partner directly with the founding team on revenue priorities, GTM strategy, customer feedback, market selection, and where Hilbert should double down next.
- Feed sharp market signal back to product and leadership: what buyers care about, which use cases resonate, which objections matter, and where the product should go next.
- Help build and mentor future GTM talent as the motion scales, with each person expected to run their territory like a founder.
- Shape the revenue function as Hilbert scales from founder-led selling into a durable enterprise GTM engine.

## Who thrives in this role
- You've closed real enterprise revenue and can point to specific accounts, logos, or markets where you personally drove access, conversion, and revenue outcomes.
- You have meaningful exposure to grocery, QSR, retail, e-commerce, delivery, marketplace, consumer, or adjacent data-platform ecosystems, ideally with relationships that can accelerate access into major accounts.
- You understand the difference between negotiation-led brand partnerships and a technical enterprise sale. You can sell value, data, workflow change, and revenue impact rather than relying on an obvious product pull.
- You're a hunter. You self-source pipeline, find deals where others see nothing, and stay close to the account details until the deal is won.
- You communicate with clarity and conviction in person, on calls, and in writing. Senior executives trust you because you earn credibility quickly.
- You're a problem-solver who thrives in ambiguity. No playbook does not scare you. It gives you the chance to write one.
- You understand unit economics, growth levers, revenue quality, merchandising decisions, customer behavior, and what actually drives scale in consumer businesses.
- You are realistic about leadership scope: you want to build, prove the motion, create revenue, and earn broader ownership through results.
- You have resilience that comes from building, not from coasting. Ex-founders, early startup operators, first-in-market sales leaders, and people who have bet on themselves are strongly preferred.
- You might be a top enterprise seller or sales lead from a marketplace, delivery, retail technology, grocery technology, data platform, or AI/software company. You might be an early GTM operator who helped a startup break into national retailers or QSRs. You might be a founder or builder who knows how to turn a blank sheet into revenue. What matters is the combination of account access, conversion ability, technical curiosity, and willingness to build the machine yourself.
- Bonus if you have direct relationships with senior operators at major grocers, QSRs, retailers, delivery platforms, or consumer marketplaces; have sold into merchandising, digital, growth, analytics, or operations teams; or have built a zero-to-one enterprise revenue motion in a high-ambiguity startup environment.

## Compensation
Competitive base plus performance-based upside tied directly to revenue outcomes and milestones. Compensation details, equity, bonus structure, and any market-specific support will be shared in next steps.

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