About the RoleFora is seeking a Director of Sales to lead our sales organization across inbound & outbound motions. This role will build & establish the foundation for our outbound sales motion by hiring and developing the first team of Account Executives, creating the outbound sales playbook, and building the processes needed to scale a high-performing, quota-carrying team.
The Director of Sales will inherit an inbound sales team while building Fora's outbound motion from the ground up - with no existing playbook, team, or precedent to lean on. This is an opportunity for a hands-on, entrepreneurial sales leader who thrives on creating new opportunities, developing talent, and driving measurable GMV growth. Based in New York, this role reports to the Chief Marketing & GTM Officer and will play a critical role in accelerating Fora's next phase of growth.
Key Responsibilities- Own building Fora's outbound motion from scratch - figure out what works through trial and error, since there's no existing playbook, team, or precedent to inherit.
- Develop a vision for team structure and a hiring plan for both the outbound AE org and the existing BDR team, sequenced against business goals and quota achievement rather than a fixed headcount plan.
- Hire, onboard, and develop the first team of outbound Account Executives, establishing a high-performance sales culture rooted in accountability, execution, and continuous improvement.
- Coach and mentor the existing BDR team alongside the new AE org, raising the bar on their performance and bringing the same rigor and excellence to both.
- Build a structured coaching and development framework - call reviews, skill-building curricula, ramp plans, and performance feedback loops - that turns reps into top performers and gives the team a clear path to grow their careers at Fora.
- Design compensation structures and quota frameworks for the AE team, calibrated to drive GMV growth and aligned with company economics - including ramp-quota curves and backstop approaches for periods when targets are still unproven.
- Get creative with outbound outreach - test channels, messaging, and lead-working approaches to figure out what converts, then codify what works into the playbook.
- Design, implement, and continuously refine the outbound sales playbook, including prospecting strategies, sales processes, performance metrics, and operating rhythms.
- Partner closely with RevOps to build funnel reporting and instrument the input metrics (activity, connects, conversion by stage) needed to manage and calibrate a brand-new motion.
- Partner closely with Marketing and cross-functional stakeholders to build a repeatable outbound engine that drives qualified pipeline and sustainable GMV growth.
- Lead the team to consistently achieve and exceed quota while using data and performance insights to improve execution and inform future growth.
- Build scalable sales processes that enable the organization to grow efficiently as the team expands.
- Establish Fora as a destination for top sales talent - building a culture, career path, and reputation that makes the best reps want to join and grow their careers here.
Requirements- Demonstrated success building and leading outbound sales teams in high-growth, revenue-focused organizations - ideally where GMV or marketplace revenue was the core metric.
- A strong problem-solver comfortable being the first person to figure something out - building processes, systems, and reporting from scratch rather than inheriting them.
- Experience hiring, coaching, and developing quota-carrying Account Executives, including designing the coaching frameworks and enablement systems that ramp new hires into top performers.
- Experience coaching and elevating an existing team's performance, not just building a new one from scratch.
- Experience designing compensation plans and quota models - including ramp-quota structures and backstop comp for new markets or motions - that directly drive revenue or GMV growth.
- Experience partnering with RevOps/Sales Ops to build funnel reporting, operating cadences, and the metrics needed to manage a team without historical benchmarks.
- A strong hunter mentality and entrepreneurial drive - proven experience building a sales motion with no existing playbook, not just running one someone else built.
- Experience selling to small and medium-sized businesses, ideally in high-volume or transactional sales environments.
- Experience building or scaling outbound sales motions and developing repeatable sales processes from the ground up.
- Excellent leadership, communication, and execution skills, with the ability to build culture, motivate teams, and drive results in a fast-paced, ambiguous environment.
- This role is based in New York and requires regular in-office collaboration.
Strongly Preferred- Experience building outbound sales organizations during periods of rapid company growth.
- Experience at high-growth technology companies serving SMB customers.
- Experience transitioning organizations from inbound-led sales to a more mature outbound motion.
- Experience building lead scoring or qualification models to prioritize highest-quality leads.
- Track record of building a sales team's employer brand and culture strong enough to become a magnet for top sales talent.
CompensationCompensation for this role varies based on experience, with an indicative range of 175K-$200K + OTE and equity. Final compensation will depend on the level at which the candidate is hired, as we're considering multiple levels for this role.
- Unlimited vacation
- Health Insurance (including an option completely covered by Fora HQ)
- Dental & Vision Insurance
- Wellhub Memberships
- 401k plan with company match
- Commuter Benefits
- Supplemental Life Insurance
- Stock Options
This role is based in our beautiful New York City office (Tribeca/Fidi) with lots of natural light and great views.
