Sales Director

Position Overview

The Block is seeking a results-driven Sales Director to lead its sales team and drive revenue growth across all business lines. This leadership position, reporting directly to the CEO, is responsible for building and scaling a high-performing sales organization, managing the full funnel process from lead generation to pipeline management, hitting quarterly and annual revenue targets, and collaborating with the Head of Growth and CEO to execute the overall go-to-market strategy.

About The Block

Founded in 2018, The Block is the leading research, analysis, and news brand in the digital asset space. With employees across 5 continents and 15+ time zones, we cover the global cryptocurrency space 24/7. We believe digital assets are a ubiquitous part of the future and see our role as the trusted moderator and authoritative voice for those involved in this evolving sector. The Block delivers deep insight into how the emerging digital assets sector interacts with traditional finance, technology, governments, and markets, reaching hundreds of thousands of professionals through our website, Research Portal, podcast, and events.

Responsibilities

• Revenue Achievement: Own and deliver against company revenue goals across direct, channel, and enterprise sales.
• Sales Operations: Manage day-to-day sales operations, including leading weekly kickoffs, call reviews, pipeline management, and setting quotas.
• Team Leadership & Development: Provide leadership, including hiring, training, coaching, feedback, and professional development for the sales team, utilizing internal sales tools.
• Strategy & Process Improvement: Collaborate with Revenue Operations to develop and implement sales strategies, processes, and forecasting tools.
• Strategic Deal Support: Lead the sales escalation process and provide hands-on support in closing high-value deals. Engage with senior stakeholders to unlock top-down deal pathways and accelerate enterprise conversions.
• Cross-Functional Collaboration: Work with Media, Branding, Product, and Growth teams to align pipeline generation, customer journey, and growth initiatives.
• Sales Enablement: Build sales playbooks, compensation plans, and reporting dashboards to support team performance.
• Performance Monitoring: Monitor KPIs, pipeline health, and conversion rates to ensure consistent deal velocity.
• Client Engagement: Represent the company in key customer negotiations and travel as needed to industry events and client meetings.
• Product Feedback Loop: Act as a key feedback loop between customers and the product team, informing roadmap, positioning, and messaging.

Requirements

• 8+ years of B2B sales experience.
• At least 3 years in sales leadership roles.
• Proven track record of leading sales teams to exceed revenue targets in fast-paced or startup environments.
• Strong grasp of revenue tools (e.g., Salesforce, Apollo, Sales Navigator), pipeline metrics, and modern sales methodologies (e.g., MEDDIC, SPIN, Sandler).
• Experience in hiring, mentoring, and scaling high-performing sales organizations.
• Excellent communication, analytical, and leadership skills.

Preferred Qualifications

• Media and crypto fluency.
• Ability to conceptualize and sell creative, multi-platform packages (e.g., sponsored podcasts, custom research content, video series, Campus learning courses).
• Crypto native with demonstrated success in crypto sales.

Work Location & Authorization

• This is a fully remote role.
• Candidates must be based in the US and have work authorization without sponsorship.

Employment Type

• Full-time

Salary

• Not specified

Location Type

• Not specified