Director of Sales

From Fortune 10 enterprises to beloved brands like FreshDirect, Blank Street, and Levain Bakery, operators run their growth on Hilbert. We're also co-building alongside leading AI companies.

We're hiring a Director of Sales to help Hilbert win the largest grocery, QSR, retail, and consumer accounts in the US. This person will bring both the enterprise-selling horsepower to convert complex accounts and the market-building instincts to create repeatable revenue where the playbook is still being written.

This is not a pure sales management role, a narrow brand-side partnership role, or a title-first leadership seat. You will be expected to personally open doors, self-source pipeline, close strategic accounts, understand the buyer deeply, and help build the commercial machine beneath you. The best fit is someone who wants to earn larger leadership scope by proving they can create revenue, relationships, and repeatability from day one.

THE ROLE

You will own a priority enterprise sales motion for Hilbert, focused on the accounts where relationship access, technical credibility, and commercial judgment matter most. The role is centered on major US grocers, QSRs, retailers, and adjacent consumer platforms, with particular value placed on people who already understand how these organizations buy, who the real decision-makers are, and how to translate a data-science-first AI product into a board-level growth and revenue conversation.

You will work directly with the founding team to identify the highest-leverage accounts, build and test the outbound motion, close the first strategic wins, and turn customer signal into a repeatable sales system. As the company scales, this person can grow into broader revenue leadership, but the immediate mandate is clear: own revenue, prove the motion, and build the foundation for a much larger GTM organization.

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.

We care less about title history and more about evidence that you can create revenue where none existed. The right person is a hunter and a builder: someone who has opened a market, launched a territory, built a team, sold a technical or data-heavy product, or created a new commercial motion inside a complex enterprise environment.

The profile:

• 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.