Lead the sales team, drive revenue growth, manage pipeline and quotas, and collaborate with other departments to optimize sales strategies.
About the Company
Founded in 2018, with employees across the world, The Block is the leading research, analysis, and news brand in the digital asset space. The Block's team spans 5 continents and 15+ time zones, covering the global cryptocurrency space 24/7. At The Block, we see digital assets as a ubiquitous part of the future. As this space continues to evolve, we view our role as the trusted moderator and authoritative voice for those who invest in, work with, make decisions about, or seek to understand digital assets. The Block delivers deep insight into how the emerging digital assets sector interacts with traditional finance, technology, governments, and markets. We reach hundreds of thousands of technologists, financial market participants, Fortune 500 professionals, global service providers, policymakers, and more through our main website, dedicated Research Portal, podcast, and events.
About the Role
We are looking for a results-driven Sales Director to lead our sales team and drive revenue growth across all business lines. Reporting directly to the CEO, this is a leadership position responsible for building and scaling a high-performing sales organization across the full funnel. You'll own process from lead generation to pipeline management, hit quarterly and annual revenue targets, and work with the Head of Growth and CEO to execute on the overall go-to-market strategy.
Work location & Authorization
This is a fully remote role. We are seeking candidates that are based in the US and have work authorization without sponsorship.
Responsibilities
- Own and deliver against the company’s revenue goals across direct, channel, and enterprise sales
- Responsible for the day-to-day operations from leading weekly kickoffs and call reviews to making sure pipelines are clean and setting quotas
- Provide regular coaching, feedback, and professional development by utilizing internal sales tools
- Provide leadership of the sales team including hiring, training, and performance management
- Collaborate with Revenue Operations to develop and implement sales strategies, processes, and forecasting tools to continuously improve our operations
- Drive Strategic Deal Support & Executive Alignment
- Lead the sales escalation process and provide hands-on support in closing high-value deals
- Proactively engage with senior stakeholders to unlock top-down deal pathways and accelerate enterprise conversions
- Collaborate cross-functionally with Media, Branding, Product, and Growth team to align pipeline generation, customer journey, and growth initiatives
- Build sales playbooks, compensation plans, and reporting dashboards to support team performance
- Monitor KPIs, pipeline health, and conversion rates to ensure consistent deal velocity
- Represent the company in key customer negotiations
- Travel as needed to industry events and in-person meetings with prospective clients to assist in the development of key relationships
- Act as a key feedback loop between customers and the product team, helping inform roadmap, positioning, and messaging, and bring critical conversations back to the sales team
Required Qualifications
- 8+ years of B2B sales experience with 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 orgs
- Excellent communication, analytical, and leadership skills
Preferred Experiences & Qualifications
- Media and crypto fluency is a strong plus
- Has the ability to conceptualize and sell creative, multi-platform packages (e.g. sponsored podcasts, custom research content, video series, Campus learning courses, etc).
Benefits Include (for eligible employees)
- Medical, dental, and vision insurance (company-subsidized)
- Flexible PTO
- Paid parental leave
- Remote work flexibility / Home office setup support
Equal Opportunity & Compliance
The Block is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, veteran, or disability status. Pursuant to applicable pay transparency laws, we are disclosing the compensation range for this role. The actual salary may vary based on several factors, including job-related skills, experience, and location.
Top Skills
Apollo
Sales Navigator
Salesforce
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