Director of Commercial Sales

Help write the next chapter of growth at Skratch Labs by building the commercial playbook behind a purpose-driven brand that believes the best results come from putting in the work, continuously improving, and helping people perform at their best.

Skratch Labs

Skratch Labs is an outdoor company on the cutting edge of athlete nutrition, founded by two pro cycling veterans who started mixing performance drinks in paint buckets at McGuckin Hardware over 14 years ago. Since then, we’ve built an amazing following of impassioned athletes in the US and internationally and we’re growing fast. We believe food and drink are just better when made from scratch and we also believe that no matter where we find ourselves in life, it’s never too late to start from scratch. We use our heads and our hearts in everything we do. Our goal is to help people be better. We work together, we are real, we perform, and we are empathetic. If you’re inspired by athletes and our story, and you think you’d thrive in an office full of dogs, bicycle posters, shenanigans, and hard work, this could be the place for you.

What You Will Do

As Director of Commercial Sales, you'll lead Skratch Labs' B2B commercial strategy across specialty retail, grocery, third-party eCommerce, international, and emerging channels, helping translate ambitious growth goals into focused plans and measurable results. Partnering closely with leaders across Sales, Marketing, Finance, and Operations, you'll strengthen our commercial capabilities, uncover new opportunities, and help build the playbook that fuels Skratch's next chapter of growth—all while staying grounded in the values and athlete mindset that define who we are.

Responsibilities:

• Build and evolve our B2B channel strategies, grounded in market dynamics, account and shopper insight, the competitive landscape, and channel economics.


• Hunt and win the right new doors, accounts, and partners within our B2B channel strategy.


• Partner with the Director of eCommerce to manage channel roles and tradeoffs across the online and wholesale businesses.


• Bring B2B customer, market, and channel insight into company planning, innovation, and go-to-market decisions.


• Own the B2B P&L and revenue forecast, including forecasting accuracy.


• Lead negotiations with strategic accounts and key partners, including commercial programs, targets, and investment models, with ongoing performance management. Own the annual B2B operating plan, forecast, and ongoing performance cadence in partnership with Finance and Planning.


• Establish and monitor KPIs across B2B channels; use data to make decisions and course-correct quickly.


• Lead, coach, and develop a high-performing team of Sales Managers, along with external rep and distributor partners.


• Conduct strategic account reviews to identify growth opportunities, service-level improvements, and innovation needs.

Who You Are

You're an experienced commercial leader who thrives on building businesses and driving growth. You enjoy identifying opportunities, developing thoughtful strategies, and creating momentum that delivers lasting results. Whether you're launching new initiatives, strengthening customer partnerships, or helping a team reach the next level, you're energized by making a meaningful impact.



You bring curiosity, sound judgment, and a bias for action. Comfortable navigating ambiguity, you balance data with commercial instinct to make smart decisions and move the business forward. Most importantly, you're a collaborative leader who builds trust across functions, develops others, and believes the best teams are always learning, improving, and winning together.

Qualifications:

• 5 to 7 years of progressive B2B sales experience in CPG, food and beverage, sports nutrition, or a related industry.


• Experience owning a channel, region, or multi-channel revenue plan and forecast, with P&L ownership or demonstrated readiness to take it on.


• Proven success developing commercial strategies that drive measurable business growth.


• Track record of opening new distribution and winning new accounts, in addition to growing existing business.


• Experience across specialty retail and one or more of grocery, international, or third-party eCommerce.


• People leadership experience, with the ability and readiness to lead Sales Managers.


• Strong understanding of omnichannel dynamics, wholesale economics, and channel tradeoffs.


• Financial acumen, including forecasting, pricing, and trade spend management.


• Confident decision-maker who communicates effectively and leads through influence, clarity, and accountability.

Work Environment:

• Hybrid role with regular in-office collaboration in Boulder, CO.


• 15 to 25% travel across accounts, markets, and events.


• Fast-paced, growth-oriented environment that rewards ownership and judgment.

Tools & Systems:

• ERP experience (NetSuite or similar).


• CRM and sales analytics experience.


• Familiarity with syndicated and category data (SPINS, Circana/Nielsen).


• Experience with Google Workspace (or Microsoft Office Suite); strong Excel and reporting skills.

Benefits

● The Director of Commercial Sales is a full-time salaried position, based in Boulder, Colorado, reporting to the VP of Sales & Marketing.



● Hybrid in-office and remote work policy where Skratch Labs employees will be in person in the office on Tuesdays and Wednesdays to foster connection and collaboration, but the remaining days, work location, and schedule are flexible.



● Benefits include a medical/dental/ vision stipend, trust-based unlimited time off, paid holidays, 401(K), employee profit sharing, monthly product stipend, and a positive and inclusive work environment.

EEO / DE&I Statement:



Don’t meet every single requirement? At Skratch Labs, we are dedicated to building a diverse, inclusive, and authentic workplace. If you’re excited about this role but don’t meet every qualification, we encourage you to apply. You may be the right fit for this or another role.



We are committed to a diverse and inclusive workplace and encourage all qualified applicants to apply, regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status. While our job descriptions outline ideal qualifications, we recognize potential comes in many forms. If you believe in our work and have the foundational skills and experience that would contribute to our company culture and mission, we encourage you to apply.