About the Role

Fora is seeking a Director of Sales to lead our sales organization across inbound & outbound motions. This role will build & establish the foundation for our outbound sales motion by hiring and developing the first team of Account Executives, creating the outbound sales playbook, and building the processes needed to scale a high-performing, quota-carrying team.

The Director of Sales will inherit an inbound sales team while building Fora's outbound motion from the ground up — with no existing playbook, team, or precedent to lean on. This is an opportunity for a hands-on, entrepreneurial sales leader who thrives on creating new opportunities, developing talent, and driving measurable GMV growth. Based in New York, this role reports to the Chief Marketing & GTM Officer and will play a critical role in accelerating Fora's next phase of growth.

Key Responsibilities

• Own building Fora's outbound motion from scratch — figure out what works through trial and error, since there's no existing playbook, team, or precedent to inherit.
• Develop a vision for team structure and a hiring plan for both the outbound AE org and the existing BDR team, sequenced against business goals and quota achievement rather than a fixed headcount plan.
• Hire, onboard, and develop the first team of outbound Account Executives, establishing a high-performance sales culture rooted in accountability, execution, and continuous improvement.
• Coach and mentor the existing BDR team alongside the new AE org, raising the bar on their performance and bringing the same rigor and excellence to both.
• Build a structured coaching and development framework — call reviews, skill-building curricula, ramp plans, and performance feedback loops — that turns reps into top performers and gives the team a clear path to grow their careers at Fora.
• Design compensation structures and quota frameworks for the AE team, calibrated to drive GMV growth and aligned with company economics — including ramp-quota curves and backstop approaches for periods when targets are still unproven.
• Get creative with outbound outreach — test channels, messaging, and lead-working approaches to figure out what converts, then codify what works into the playbook.
• Design, implement, and continuously refine the outbound sales playbook, including prospecting strategies, sales processes, performance metrics, and operating rhythms.
• Partner closely with RevOps to build funnel reporting and instrument the input metrics (activity, connects, conversion by stage) needed to manage and calibrate a brand-new motion.
• Partner closely with Marketing and cross-functional stakeholders to build a repeatable outbound engine that drives qualified pipeline and sustainable GMV growth.
• Lead the team to consistently achieve and exceed quota while using data and performance insights to improve execution and inform future growth.
• Build scalable sales processes that enable the organization to grow efficiently as the team expands.
• Establish Fora as a destination for top sales talent — building a culture, career path, and reputation that makes the best reps want to join and grow their careers here.

Requirements

• Demonstrated success building and leading outbound sales teams in high-growth, revenue-focused organizations — ideally where GMV or marketplace revenue was the core metric.
• A strong problem-solver comfortable being the first person to figure something out — building processes, systems, and reporting from scratch rather than inheriting them.
• Experience hiring, coaching, and developing quota-carrying Account Executives, including designing the coaching frameworks and enablement systems that ramp new hires into top performers.
• Experience coaching and elevating an existing team's performance, not just building a new one from scratch.
• Experience designing compensation plans and quota models — including ramp-quota structures and backstop comp for new markets or motions — that directly drive revenue or GMV growth.
• Experience partnering with RevOps/Sales Ops to build funnel reporting, operating cadences, and the metrics needed to manage a team without historical benchmarks.
• A strong hunter mentality and entrepreneurial drive — proven experience building a sales motion with no existing playbook, not just running one someone else built.
• Experience selling to small and medium-sized businesses, ideally in high-volume or transactional sales environments.
• Experience building or scaling outbound sales motions and developing repeatable sales processes from the ground up.
• Excellent leadership, communication, and execution skills, with the ability to build culture, motivate teams, and drive results in a fast-paced, ambiguous environment.
• This role is based in New York and requires regular in-office collaboration.

Strongly Preferred

• Experience building outbound sales organizations during periods of rapid company growth.
• Experience at high-growth technology companies serving SMB customers.
• Experience transitioning organizations from inbound-led sales to a more mature outbound motion.
• Experience building lead scoring or qualification models to prioritize highest-quality leads.
• Track record of building a sales team's employer brand and culture strong enough to become a magnet for top sales talent.

Compensation

Compensation for this role varies based on experience, with an indicative range of 175K–$200K + OTE and equity. Final compensation will depend on the level at which the candidate is hired, as we’re considering multiple levels for this role.

• Unlimited vacation
• Health Insurance (including an option completely covered by Fora HQ)
• Dental & Vision Insurance
• Wellhub Memberships
• 401k plan with company match
• Commuter Benefits
• Supplemental Life Insurance
• Stock Options

This role is based in our beautiful New York City office (Tribeca/Fidi) with lots of natural light and great views.