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Fox Factory · 3 days ago

Director, Sales

California, United States

Full-time

Hybrid

Director/Executive

$85K/yr - $144K/yr

10+ years exp

Fox Factory designs and manufactures performance-defining products for customers worldwide. The Director of Sales is responsible for revenue performance in their assigned market or region, leading sales strategies, managing teams, and driving growth through effective market engagement and dealer productivity.

E-CommerceShoppingSporting Goods

Responsibilities

Owns revenue performance for the assigned market or region, with full accountability for monthly, quarterly, and annual sales results, market share growth, and dealer productivity across the PVD portfolio

Defines and optimizes market structures, regional boundaries, and dealer coverage models to ensure balanced territories, effective market penetration, and scalable growth aligned with PVD strategy

Establishes and executes regional go-to-market and dealer engagement strategies that drive pipeline conversion, consistent execution, and sustained revenue growth

Leads sales forecasting, pipeline management, and performance steering on a monthly, quarterly, and annual basis, using KPIs to proactively identify gaps, reallocate resources, and drive results

Builds, mentors, and develops high-performing sales teams through coaching, performance management, and talent development, fostering a disciplined, execution-focused culture that wins as one team

Drives a structured operating cadence—including monthly business reviews and quarterly performance reviews—ensuring accountability, transparency, and continuous improvement

Provides sales leadership input into annual strategic planning and budgeting, aligning revenue targets, headcount, incentives, and investments with enterprise objectives

Owns regional sales budgets, including operating expenses, travel, dealer programs, and trade shows, ensuring financial discipline, cost control, and return on investment

Evaluates market trends, competitive activity, and dealer performance to identify growth opportunities, activate underperforming markets, and increase share of wallet

Serves as a senior commercial partner to Product, Marketing, Operations, Warranty, and Quality teams, providing structured market and dealer feedback to improve product performance, positioning, and execution

Maintains executive-level relationships with key dealer groups, OEM partners, and internal leadership, including C-suite engagement, strategic reviews, and negotiations

Leads executive-level reporting and presentations, translating performance, forecast, and financial data into clear insights, compelling narratives, and actionable recommendations

Represents Fox Factory Vehicles (PVD) at industry events and trade shows, supporting demand generation, competitive intelligence, and brand presence

Ensures CRM, forecasting, reporting, and financial controls are consistently executed across the sales organization to support informed decision-making and responsible growth

Qualification

Automotive sales channelsSales leadership experienceSales forecastingCRM systemsAnalytical mindsetDealer engagementCoaching skillsContinuous improvement mindsetCommunication skillsOrganizational skillsAdaptability

Required

Bachelor's degree in Business, Marketing, Automotive Management, or a related discipline required; advanced degree (MBA or equivalent) preferred

10+ years of progressive sales and commercial leadership experience within automotive, specialty vehicle, or adjacent dealer-driven industries, including demonstrated success leading teams, managing regions or markets, and owning revenue outcomes

Proven experience operating at a senior leadership level, with responsibility for forecasting, budgeting, market strategy, dealer engagement, and performance management across multiple territories or business units

Experience working directly with dealer networks, OEM partners, and executive stakeholders, including C-suite engagement and strategic negotiations

Deep understanding of automotive sales channels, including dealer wholesale, retail operations, and OEM–dealer dynamics, with the ability to align strategy and execution across multiple routes to market

Proven sales leadership experience driving revenue growth through structured market coverage, disciplined pipeline management, and consistent execution across regions or territories

Demonstrated ability to lead, coach, and develop high-performing sales teams, fostering a culture of accountability, collaboration, and results

Strong command of sales forecasting, funnel management, and KPI-driven performance management, with the ability to translate data into clear priorities and action

Experience leveraging CRM and sales systems to drive visibility, accuracy, and accountability across pipeline, forecasting, and dealer engagement

Analytical and strategic mindset, capable of interpreting sales, market, and customer data to identify trends, diagnose performance gaps, and unlock growth opportunities

Proven ability to collaborate cross-functionally with Marketing, Operations, Product, Warranty, and executive leadership to align strategy and deliver results

Strong understanding of dealer engagement and customer experience principles, including online-to-offline sales motion, dealer activation, and long-term relationship development

Demonstrated success managing performance through clear goal setting, KPI tracking, regular coaching, and structured development plans

Effective communicator with the ability to present data, insights, and recommendations clearly to field teams, dealer principals, and executive leadership

Strong organizational and execution skills, with the ability to manage competing priorities in a fast-paced, performance-driven environment

High level of ownership, judgment, and accountability, with a disciplined, data-driven approach to decision-making

Adaptable leader with a continuous-improvement mindset, capable of evolving strategy, processes, and teams as the business scales