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One of the coolest ecommerce jobs around!

ALLAN’S COMMENTS: In their search for a Director of Inside Sales, we are working with a seed-funded ecommerce marketplace revolutionizing brick and stone distribution. This southeast-based platform eliminates traditional distributor inefficiencies while serving commercial, residential, and design professional customers across all 50 states.

About the Company

Our client is a rapidly growing, technology-enabled marketplace disrupting the traditional brick and stone distribution model. Founded by industry veterans with deep commercial masonry expertise, the company has completed over 5,000 projects nationwide and serves contractors, builders, architects, and design-conscious property owners across all 50 states.

The company operates as a vertically integrated ecommerce platform, connecting manufacturers directly with end customers through a sophisticated online marketplace. Their catalog includes over 1,000 brick and stone options—thin brick, thin stone, full-depth brick, pavers, and specialty tiles—with hundreds of thousands of units in stock. Unlike traditional distributors, they offer transparent online pricing (typically $6.50-$20 per square foot), instant availability, and factory-to-jobsite logistics that eliminate unnecessary handling and reduce costs.

Their business model creates value through three core innovations:

Marketplace Efficiency: By aggregating demand across a national footprint and connecting buyers directly with manufacturers, they unlock selection and pricing that local yards cannot match. Their platform enables suppliers to reach customers nationwide without additional marketing investment, while buyers access products previously unavailable in their region.

Sample-Driven Conversion: Understanding that aesthetics matter deeply in building material selection, they’ve perfected a sample fulfillment process that converts approximately 25% of sample requests into purchases—a remarkably strong conversion rate for high-ticket, complex products. Customers receive samples with tracking numbers, mirroring best-in-class ecommerce expectations.

Logistics Excellence: The firm does a fantastic job of shipping thin brick and stone often weighing up to a ton. By optimizing factory-to-jobsite shipping and negotiating carrier relationships at scale, they reduce handling costs, minimize damage, and deliver better economics than the traditional three-step distribution model. Many thin brick and thin stone orders ship free, with costs built into the product economics.

The company has raised seed capital of approximately $1.3 million and maintains a lean, high-performing team. Revenue is in the low-to-mid seven figures with strong unit economics supported by high average order values, solid product margins, and efficient customer acquisition through a balanced mix of organic search, paid digital channels, and relationship sales.

The founding team brings a unique combination of deep industry knowledge and ecommerce sophistication. The founder has 16+ years in commercial brick sales serving hospitals, multi-family developments, hospitality projects, and institutional clients. The company describes itself as “a technology company that happens to sell brick,” reflecting their commitment to using modern tools to solve age-old industry problems.

This is a company positioned at the intersection of a large traditional market and an inevitable digital transformation. They’ve proven the model works, established strong manufacturer relationships, and built the operational infrastructure to scale. The next phase of growth requires expanding the sales function to capture increasing inbound demand and pursue strategic commercial opportunities.

About the Market

The building materials distribution industry is undergoing a major digital transformation. For over 100 years, contractors and builders have purchased brick, stone, and masonry products through a three-step process: manufacturer → local brick yard → jobsite. This traditional model creates several pain points including limited product selection at local yards, opaque pricing that requires multiple phone calls, time-consuming visits to physical locations, and complex logistics coordination for heavy materials.

The market opportunity is substantial: The U.S. brick and stone market generates billions in annual revenue, yet ecommerce penetration remains extremely low compared to other industries. Search intent for exterior building products has grown 35-65% over four years, signaling strong demand for online purchasing options. Professional contractors, architects, and serious DIYers increasingly expect the same transparent pricing, broad selection, and streamlined ordering they experience in other categories.

This industry shift creates a significant advantage for early movers who can successfully bridge the gap between traditional building materials expertise and modern ecommerce capabilities. Companies that solve the “last mile” problem—getting heavy, specialized products from manufacturers to jobsites efficiently—while providing superior customer experience will capture substantial market share from legacy distributors.

About the Role

This role is about building a sales team and repeatable processes for the sales team, not selling. You’ll be a coach with a team of 2, growing into a team of 6-8 in the next 12-18 months.

This is a high-impact sales leadership position for a proven sales leader who understands complex B2B sales, ideally in an ecommerce environment. You will own the full sales cycle for high-value commercial and multi-family projects while also converting inbound leads from contractors, architects, and serious DIYers who discover the platform through digital channels.

Inbound leads come in daily, and these can increase significantly if ad spending is increased. Naturally, understanding your team’s customers and what exactly increases conversions will be a vital skill for success for this role.

This role sits at the center of the company’s growth engine. You’ll work directly with the founder and small team to refine the sales process, expand into new customer segments, and build repeatable systems as the company scales. Your work will directly impact revenue, and your success will create the foundation for building a sales team beneath you as the organization grows.

The ideal candidate brings ecommerce credibility, consultative sales skills, and entrepreneurial energy. You should be equally comfortable conducting needs-discovery calls with commercial general contractors bidding large projects and guiding homeowners through aesthetic decisions on kitchen remodels: Selling building materials requires technical knowledge, project logistics coordination, and the ability to build trust with buyers making significant investments.

You must be smart, organized, business-oriented, and professional.

The position offers significant autonomy and influence. You’ll have input on pricing strategy, customer segment prioritization, and go-to-market tactics. You’ll help shape the sales culture and build processes that scale.

This role is really about building scripts, processes and sequences while guiding and assisting your sales reps to grow their business. If you thrive in environments where you can see the direct impact of your work and want to be part of building something significant, this opportunity delivers.

You won’t believe how much we know about this search …

I spent a ton of time on the phone with the client teasing out exactly what you’ll need to KNOW and DO to hit the ground running in this role. Some of the things I can share with highly qualified candidates include …

1. The “real” background requirements for this position, along with the top five things all resumes MUST have to be considered for the role.
2. The top five problems that exist due to this position being open. These are the little brush fires you will be expected to put out during your first month on the job. Every ecommerce job has these — and this one’s no different.
3. What your average day/week will look like in this role. There’s what you read in the standard ecommerce job posting … then there’s reality. We’ve got the reality.
4. The leading and lagging KPIs that will determine your success in this role. In a nutshell: How you’ll keep score.
5. The major projects you’ll need to complete by Day 100 to be considered a home-run in this position. We’ve got the lowdown on how you can plug-and-play and drive REAL value in this ecommerce job.

I have a massive amount of proprietary intel to share with qualified candidates. My industry research for this assignment exceeds 100 pages! Be sure to TEXT me, Allan Seibert, at (706) 318-1196 for this info. Or simply use the email link when you apply for the role below.

REQUIREMENTS

Industry Experience:

• 5+ years of B2B sales experience in an ecommerce environment.
• Demonstrated track record selling products with average order values of $5,000+
• Some understanding of B2B ecom workflows, project timelines, and purchasing processes

Sales Competencies:

• Proven ability to manage full sales cycle from lead qualification through close
• Experience with both inbound lead conversion and outbound prospecting
• Comfortable with consultative, needs-based selling requiring technical product knowledge
• Track record of consistently meeting or exceeding quota in previous roles
• Ability to handle objections and negotiate effectively while maintaining customer relationships

Technical Skills:

• Proficiency with CRM systems (experience with Salesforce, HubSpot, or similar platforms)
• Comfortable with digital communication tools (Zoom, Teams, Slack, project management software)
• Strong written and verbal communication skills for emails, proposals, and presentations
• Ability to quickly learn product specifications, technical details, and industry terminology
• Basic understanding of logistics and freight coordination for heavy materials

Personal Attributes:

• Self-starter mentality with ability to work independently in a remote/distributed environment
• Coachable and eager to learn—this is a growing company with evolving processes
• Customer-obsessed mindset focused on solving problems rather than pushing products
• Comfortable with ambiguity and able to build structure where none exists
• High integrity and professionalism in all customer interactions
• Willingness to travel (approximately 20-30% depending on territory and project opportunities)

RESPONSIBILITIES

Lead Management & Conversion:

• Respond to inbound inquiries from contractors, architects, designers, and property owners within 1 hour during business hours
• Qualify leads effectively to determine project scope, decision-making process, timeline, and budget
• Conduct discovery calls to understand customer needs, project requirements, and pain points
• Provide product recommendations based on aesthetic preferences, performance requirements, and budget constraints
• Guide customers through the sample ordering process and follow up strategically to convert sample requests into purchases
• Maintain detailed notes and activity tracking in CRM system

Full-Cycle Sales Execution:

• Own the entire sales process from initial contact through purchase order and payment
• Create accurate project quotes incorporating product costs, shipping logistics, and delivery timelines
• Coordinate with operations team to ensure feasibility of delivery timelines and logistics requirements
• Handle negotiations on pricing, terms, and project specifications while maintaining healthy margins
• Close deals efficiently and ensure smooth handoff to fulfillment and customer success
• Achieve monthly and quarterly revenue targets aligned with company growth objectives

Commercial & Strategic Sales:

• Identify and pursue high-value commercial opportunities (hospitals, multi-family developments, hospitality projects, institutional buildings)
• Partner with architects and designers who specify masonry products on large projects
• Develop territory plans and target account lists for strategic outbound prospecting
• Attend industry events, trade shows, and networking functions to generate pipeline (post-COVID recovery dependent)
• Create proposals and presentations for competitive bid situations

Customer Education & Advisory:

• Serve as technical expert on product specifications, installation methods, and application best practices
• Educate customers on the advantages of thin brick vs. full-depth brick for different applications
• Provide guidance on quantities, coverage calculations, and material selection for specific project types
• Troubleshoot customer concerns related to product selection, logistics, or installation questions
• Connect customers with manufacturer technical resources when specialized expertise is required

Process Development & Documentation:

• Document successful sales strategies, objection-handling techniques, and best practices
• Provide feedback to leadership on product positioning, pricing strategy, and competitive dynamics
• Identify common customer pain points and collaborate with team to develop solutions
• Contribute to development of sales playbooks, scripts, and training materials
• Share insights from customer conversations to inform marketing messaging and product expansion

Cross-Functional Collaboration:

• Work closely with operations team to coordinate logistics, resolve delivery issues, and ensure customer satisfaction
• Partner with marketing to optimize lead generation channels and improve lead quality
• Provide customer feedback to inform website improvements, catalog expansion, and user experience enhancements
• Collaborate with founder on pricing strategy, customer segmentation, and growth initiatives

Reporting & Analytics:

• Maintain accurate pipeline forecasting and sales activity reporting
• Track key metrics including conversion rates, average order value, sales cycle length, and win/loss reasons
• Analyze performance data to identify opportunities for improvement
• Provide regular updates to leadership on sales activity, pipeline health, and market insights

Bottom Line:

This role offers the rare combination of joining a proven business model at an inflection point while working in an industry undergoing fundamental transformation. You’ll have the autonomy and influence typically reserved for much later-stage hires, the earning potential tied to high-value transactions, and the satisfaction of helping customers solve real problems on projects that matter.

For the right candidate, this position provides a clear path to building and leading a sales organization as the company scales. If you bring the industry expertise, sales skills, and entrepreneurial mindset we’re seeking, this opportunity will challenge and reward you in equal measure.

Applications for this ecommerce job are being coordinated by Allan Seibert. To apply, CLICK HERE. Candidates, please be sure to email Allan for additional information that will differentiate you in your candidacy. Due to the intensely competitive nature of this search, thorough preparation for these interviews with this proprietary material is strongly recommended.