B2B Sales Director

Jono Pandolfi Designs is a family-owned ceramics studio based in Union City, NJ. We have a small but mighty team of 35 people who form, fire, and ship ceramic dinnerware to passionate home cooks and the best restaurants around the country. We foster a creative and supportive environment and provide on-the-job training.

We offer competitive wages, good benefits, and a 401k match to all our full-time employees. We focus on quality, not quantity, and no matter what’s happening, we all stop for a team lunch every day at 1pm.

The studio overlooks the city skyline just above Hoboken and is easily accessible via public transit. Learn more about our studio here: jonopandolfi.com/studio

About the role:

We are seeking a strategic and hands‑on B2B Sales Director to own and scale our business‑to‑business revenue engine. This player‑coach role will be responsible for driving new business in the hospitality industry, building a high‑performing sales organization, and developing repeatable systems across pipeline management, forecasting, and outbound growth. The ideal candidate brings a blend of commercial leadership and operational rigor, with the ability to translate market opportunities into executable sales strategies while partnering closely with marketing, operations, and finance.

This is a highly cross‑functional role suited for a leader who can both close key deals and build the infrastructure to support sustained, profitable growth.

This role is based in our studio in Union City, NJ.

Qualifications:

• 8 - 12 years of sales, account management or business development experience
• 2 - 5 years experience managing a high-performing sales team in the B2B space
• Proven track record owning and delivering against revenue targets
• Experience implementing and administering a sales CRM such as Hubspot or Salesforce
• Reporting and data analysis
• Strong verbal and written communication and relationship-building skills
• Strategic planning and industry analysis
• Collaboration with operations or manufacturing teams and experience selling custom products
• Experience working in the hospitality or design industries a plus
• Experience in a startup environment or founder‑led company a plus

Responsibilities:

Revenue Ownership & Forecasting

• Own end-to-end B2B revenue performance, including pipeline health, conversion rates, and sales velocity.
• Develop accurate monthly and quarterly forecasts, clearly identifying risks and opportunities.
• Establish and track KPIs to drive accountability against revenue targets.
• Own all new business development, including inbound qualification and outbound prospecting across priority verticals and target accounts

B2B Sales Strategy & Channel Development

• Develop and execute a comprehensive B2B sales strategy across key channels, including hospitality, trade (designers/architects), and wholesale partners.
• Define target segments, prioritize verticals, and build scalable inbound and outbound sales engines.
• Identify and pursue high-value partnerships and enterprise opportunities.
• Oversee all sales operations, including CRM strategy, implementation, and ongoing optimization.
• Build reporting infrastructure and dashboards to deliver actionable insights and improve team performance.
• Lead, coach, and develop a high-performing B2B sales team.
• Establish clear roles, quotas, and performance expectations,

Cross-Functional Collaboration & Commercial Strategy

• Partner closely with marketing on go-to-market planning, lead generation, and B2B lifecycle initiatives.
• Collaborate with manufacturing and operations teams to align sales efforts with production capacity and lead times, particularly for custom products.
• Work with finance to develop pricing strategies, discounting frameworks, and credit policies that balance growth and profitability.

Go-To-Market Execution & Industry Engagement

• Lead go-to-market planning for new product launches and entry into new verticals or geographies.
• Oversee trade shows, industry events, and showroom strategy, including lead capture, follow-up, and ROI analysis.
• Continuously refine outbound sales efforts and business development strategies.

Compensation:

• $100,000 - $150,000 + Commission
• Group medical, dental and vision insurance