Sales Director – Promotional Distributor Industry

Location: Remote, USA

About Printful

Printful is an on-demand printing and fulfillment company that helps people turn their ideas into brands and products. We fulfill and ship custom clothing, accessories, and home & living items for online businesses. Since its founding in 2013, Printful has scaled to a vast team of experts across fulfillment centers worldwide and has become the first company with Latvian roots to reach unicorn status (valued at over $1B).

Working at Printful is exciting and challenging. We try to improve our skills and learn something new every day. We value integrity, initiative, and respectful, transparent relationships that allow us to grow as individuals, teams, and a company. 

At Printful, we stand for an inclusive, accepting, and welcoming space for everyone and strive to foster an environment of diversity and a sense of belonging. 

Build your career with friendly and passionate people who never forget to have fun along the way. 

About the Role:

The Sales Director – Promotional Distributor Industry is a player-coach leader responsible for driving Printful’s enterprise strategy and sales execution within the promotional distributor ecosystem. This high-impact role blends hands-on strategic selling with front-line leadership of a growing team of Enterprise AEs focused on selling Printful’s print-on-demand (POD) solutions into top-tier distributors and their corporate clients.

You’ll own the go-to-market strategy for the promo vertical, spearhead Printful’s largest distributor deals, and serve as a key voice aligning Product, Operations, and Marketing around the needs of this $25B+ market.

The ideal candidate is a resilient, entrepreneurial seller with deep experience in or adjacent to the distributor industry—someone who thrives on building pipeline, closing complex deals, and coaching others to exceed expectations.

Key Responsibilities:

Team Leadership

• Recruit, lead, and mentor a high-performing team of Enterprise AEs.

• Set rigorous KPIs and sales targets; lead pipeline reviews and coaching loops weekly.

• Foster a culture of accountability, urgency, and optimism—lead by example as a hard-working IC.

• Partner with Enterprise leadership on hiring and onboarding talent with strong distributor DNA.

Strategic Sales Execution

• Personally led enterprise-level deals with national and global promotional distributors.

• Navigate multi-threaded buying groups across Ops, Program Management, and Executive Leadership.

• Deeply understand and translate distributor pain points (e.g., inventory obsolescence, dropship inefficiencies, multi-vendor complexity) into scalable POD solutions.

• Own top strategic accounts and unlock expansion via upsell, integration, or platform partnerships.

GTM Strategy & Cross-functional Execution

• Develop and iterate on a repeatable GTM playbook and vertical segmentation framework.

• Partner with Product to influence roadmap priorities and validate new distributor-focused features.

• Collaborate with Marketing to design campaigns, events, and collateral tailored to distributor personas.

• Align with Finance and Legal on pricing models, early-pay discounts, and volume contract structures.
   

Experience & Qualifications

• 8–10+ years of B2B sales experience, including 3+ years in the promotional products or adjacent industries.

• Proven ability to own and close complex, mid-to-large B2B deals from discovery through negotiation.

• Experience engaging and selling into top distributors such as HALO, BDA, Staples Promo, Proforma, etc.

• Comfortable navigating distributor workflows: inventory, fulfillment, kitting, gifting programs, client portals.

• Strong executive presence and experience selling at the C-level.

• History of success in player-coach roles or team leadership can drive team and personal quota.

• Operational mindset: disciplined around CRM (Salesforce), pipeline hygiene, forecasting.

• Bias for action, strong ownership mindset, and comfort in fast-paced, ambiguous startup environments.

Other Requirements

• Willingness to travel for client meetings, major industry trade shows (PPAI, ASI), and team offsites (~10–20%).

• Passion for redefining the promo industry through modern, sustainable, and tech-driven solutions.

• High energy, self-motivated, and excited to be part of a big bet segment at Printful.