• Manages all distributors and direct customer related activities in designated geography (sales, equipment investment, service, etc.) • Ensures all distributor and direct customer A/R are within company guidelines and monitors/verifies its performances against the identified targets. • Utilizes knowledge of the geography, relationships with key contacts, and business insight tools to gain access to potential new customers and new business. • Ensures the development of the business in line with targeted sales and increased profitability in the assigned areas by managing the scouting and the complete activation of new potential clients in line with Lavazza commercial policies and activation standards (POS materials, products and assortment, prices, and equipment). • Supports farming activities on key selected clients to increase their value (e.g., driving compliance on contractual volumes with clients with Lavazza equipment, facilitating contract renewal when close to expiration, etc.) • Tracks budgets allocated for activation by account, ensuring maximum visibility and effectiveness at POS for the activation money invested. • Tracks results and reviews them on a regular basis with the Senior RSM to confirm execution and delivered results. • Supports the Lavazza Customer Relationship Management Software by updating sales activities and business opportunities daily.

• Strategic planning and implementation of all sales activities • Further build up the LEMKEN brand in the area • Implementation of sales programs and monitoring of dealer stock • Organize individual demonstrations, field days, trade fairs and sales promotions • Motivate and expand an active dealer network • Daily support for dealers in selling and servicing LEMKEN products • Recognize market and innovation trends

• Develop integrations between Salesforce and other systems via REST APIs. • Create and maintain backend services using Node.js (NestJS). • Model and optimize queries and schemas in SQL Server. • Ensure scalability and availability of solutions in Kubernetes/Docker. • Participate in technical and system architecture definitions. • Work together with Salesforce teams to implement customized solutions. • Perform testing, code reviews and apply best practices for version control (Git). • Support the deployment of CI/CD pipelines.

Lob was founded in 2013 by technical co-founders with a vision to connect the world one mailbox at a time. Today, we're transforming the way businesses use direct mail and bringing the power of technology to a traditionally manual channel. Our modern logistics and fulfillment engine helps businesses to build and scale high-quality, personalized direct mail programs without the operational burden. As we grow to meet the evolving needs of our customers and expand our product offerings, we’re building a team to shape the future of direct mail. Director of Sales As our Director of Sales, you will lead a high-performing team of Account Executives focused on hitting quarterly and annual targets. Your primary focus will be driving new logo acquisition while providing strategic oversight for existing books of business. You will be a vital member of the Go-To-Market Leadership team, acting as a bridge between the market's voice and our executive strategy. As the Director of Sales, you’ll… Within the first 3 months: - Manage the sales pipeline and review/help AEs develop comprehensive account plans. - Conduct weekly 1-on-1s, live deal reviews, and Gong reviews to provide consistent coaching and professional development. - Partner with Enablement to successfully roll out the MEDDICC sales methodology and process. Within the first 6 months: - Help the AE team remove roadblocks and challenges to ensure high-level performance. - Participate as a member of the GTM Leadership team, communicating competitive updates and the "voice of the customer" to the executive team quarterly. - Drive both inbound opportunity closing and outbound activity efforts to meet growth demands. What will you bring to this role… - - 3+ years of experience managing Enterprise or Upper Mid-Market AE teams in a B2B environment. - Prior experience as an AE, with a proven track record of consistent success, such as President’s Club or over-achievement of goals. - Technical Proficiency in Salesforce.com, Gong, and the MEDDICC framework within complex sales cycles. - Strategic Leadership: Strengths in building pipelines, forecasting, managing activity, and helping teams close complex deals. - Core Attributes: We are looking for a leader with grit, a strong work ethic, and high integrity who can navigate fast-paced environments. - Logistics or Direct Mail experience is a significant plus, though not mandatory. - Flexibility: This is a 100% remote role, with expected travel of approximately 20-25%. Why this role is different - Because direct mail is a physical good, there’s a lot more stability in this opportunity as opposed to other standard SaaS opportunities. (uniquely positioned with a physical product) - Working with a hands-on, seasoned CRO who’s eager and invested in your success not only in this role, but in your professional long-term. - Lob is profitable! Tremendous total addressable market and strong product-market fit. Compensation Information The total compensation package for this role is comprised of an annual base salary, a variable, and RSUs. Annual base salary: $170,000.00 - $205,000.00 Variable: $147,500.00 - $185,000.00 <#LI-REMOTE #LI-RW1 “Lob’s salary ranges are based on market data, relative to our size, industry and stage of growth. Salary is one part of total compensation, which also includes equity, perks and competitive benefits. Salary decisions are based on many factors including geographic location, qualifications for the role, skillset, proficiency and experience level. Lob reasonably expects to pay candidates who are offered roles within the provided salary ranges.” We offer remote working opportunities in AZ, CA, CO, DC, FL, GA, IA, IL, MA, MD, MI, MN, NE, NC, NH, NJ, NV, NY, OH, OR, PA, RI, TN, TX, UT, and WA, unless specified otherwise in the job description above. If you are looking for a progressive, fun-spirited, and mentally stimulating environment, come join us at Lob! Our Commitment to Diversity Lob is an equal opportunity employer and values diversity of backgrounds and perspectives to cultivate an environment of understanding to have greater impact on our business and customers. We encourage under-represented groups to apply and do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, disability status, or criminal history in accordance with local, state, and/or federal laws, including the San Francisco’s Fair Chance Ordinance. Recent awards #88 on BuiltIn's Best Remote Midsize Companies to Work For in 2025 BuiltIn Best Remote Midsize Companies to Work For in 2024 BuiltIn Best Midsize Companies to Work For 2022