About The RoleWe're seeking a driven Sales Director to lead Green Grass's on-course apparel business across two high-profile channels: the Green Grass channel and the PGA Tour. The ideal candidate thrives in a fast-moving, relationship-driven environment - equally comfortable coaching a field sales team on the road and managing the commercial details of a Tour event. You'll own team performance, budget tracking, business projections, and day-to-day coaching across both pillars, while building the key account relationships that grow the Green Grass brand at every level of the game.
Role DetailsReports to: Head of Sales
Location: Scottsdale, AZ HQ
Schedule: Full-time, on-site
What Success Looks LikeWithin the first 3-6 months, success looks like:
- A prioritized account map is live: top-tier green grass doors, target resorts, and management groups ranked by revenue potential, with a clear plan and call cadence for each.
- Sell-in for the next seasonal line is locked at your target accounts. Line reviews completed, orders booked, and ship windows confirmed in partnership with planning.
- Tour event operations have been assessed firsthand. Logistics, assortment, and sell-through processes are understood and improvement opportunities are already in motion.
- A regular rhythm of tournament and head pro programming is calendared at our top doors and tied to sell-through reporting.
- Key relationships management group contacts are established and active.
- Reps are aligned on expectations. CRM hygiene is clean, call and zone cadences are set, and pipeline accountability is in motion.
- New door strategy is live and producing results. Private clubs, daily-fee courses, resorts, and management group accounts are being prospected with a clear and repeatable playbook.
- Pre-book and at-once selling strategies are being coached consistently and showing up in sell-through performance.
- The Green Grass sales budget and seasonal forecast are tracked, accurate, and delivered to leadership on a predictable schedule.
- Leadership can ask where the Green Grass business stands at any moment and get a clear, confident answer without prep.
- At least one new strategic partnership, management group, resort chain, or regional PGA section is signed and generating revenue.
What You'll Be Responsible For- Lead, coach, and develop a team of outside field reps and inside sales reps across the on-course channel.
- Set performance expectations; conduct regular one-on-ones, ride-alongs, and performance check-ins.
- Manage territory assignments, call cycle cadences, and account coverage strategies.
- Execute new door strategy. Prospecting private clubs, daily-fee courses, resorts, and management group accounts.
- Build relationships with golf management group contacts, merchandise buyers, and Head Golf Professionals.
- Coach reps on pre-book and at-once selling strategies to maximize sell-through and minimize markdowns.
- Manage and track the Green Grass sales budget, seasonal forecasts, and selling expense budget.
- Analyze sell-through data and open-to-buy trends; deliver regular business updates to leadership.
- Monitor CRM pipeline health; hold reps accountable for activity volume and forecasting accuracy.
- Bring the voice of the green grass customer back to product, planning, and ops.
- Oversee all commercial and logistical elements of PGA Tour event presence: product assortment, delivery, on-site setup, and sell-through.
What You Bring- 7+ years of B2B sales experience in premium apparel, footwear, or golf - with at least 3 years in a Director, Key Account, or Sales Manager seat where you owned the number, not just supported it.
- Deep knowledge of golf and the green grass industry. You know the difference between a head pro and a buyer, you have walked a PGA Show floor, and you can name the management groups that actually move volume.
- Proven ability to coach both outside (field) and inside sales representatives.
- Experience managing sales budgets, forecasts, and multi-channel business projections. - Strong understanding of the golf on-course channel.
- Experience supporting event-based business, including logistics and on-site execution.
- Excellent communication and presentation skills with a professional presence in the field and Tour event settings.
- Genuine connection to golf. You play, you watch, you get the culture, and you understand why bold style on a Sunday tee box matters.
- Familiarity with PGA Tour event operations or Tour-level retail environments is a plus.
- Established relationships with PGA Professionals, golf management groups, or Tour event personnel preferred.
- Valid driver's license; ability to travel up to 40%.
Bonus Points- You've worked in golf apparel or specialty retail. You know how pro shops buy, how they merchandise, and what makes a brand earn floor space over a competitor.
- You've managed both a field sales team and an event-based business at the same time. You understand that the skills required to run a Tour event and coach a rep through a pre-book conversation are very different, and you're equally sharp at both.
- You have existing relationships with PGA Professionals, golf management groups, or Tour event personnel.
- You've personally built a sales territory from the ground up. Prospected new doors, developed the pitch, closed the account, and then handed it to a rep you trained to own it.
- You've been inside a CRM overhaul or built a sales reporting cadence that leadership actually used to make decisions. You know what good pipeline hygiene looks like and how to hold a team to it.
- You golf. You've stood in a pro shop, you've worn the gear, and you understand why a golfer picks up a Bad Birdie polo and doesn't put it back down. That instinct shows up in how you sell.
- PGA PGM certification, prior head pro/assistant pro experience, or an existing roster of relationships in green grass.
- Experience selling into resort/management groups (Troon, Invited, TPC, Pinehurst, etc.).
What We OfferAt Bad Birdie, we care deeply about our people and culture. For eligible full-time roles, you can expect:
- Medical, dental, and vision insurance, plus HSA and 401(k) with company match
- Generous PTO, plus personal and sick time
- 10 recognized company holidays
- Fairway Fridays for full-time Scottsdale HQ roles: Work in office Monday through Thursday, with the flexibility to work remotely on Fridays
- Allotted Work From Anywhere days for added flexibility throughout the year
- Quarterly company-wide events and team experiences
- A fully stocked office kitchen with complimentary snacks and drinks
- Heavily discounted Bad Birdie apparel
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