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VP, Sales & Customer Success

About The Role

The Folklore is searching for an experienced VP of Sales and Customer Success to build and lead a team that will develop, grow and support our expanding retail and brand user base. This role is a key part of the leadership team that will develop strategies across sales and customer success, while streamlining operations.

A core responsibility will be sourcing and acquiring enterprise retailers as an individual contributor. The VP of Sales & Customer Experience will also lead a six person sales and customer success team focused on brand and SMB retailer acquisition, enterprise account management, and customer support. This individual will have a significant impact on the company's revenue, roadmap, and external relationships. This is an opportunity to get in on the ground level and work closely with our CEO to develop a barrier breaking world-class company that is revolutionizing wholesale distribution for diverse and emerging market suppliers.

Location: U.S. (New York preferred but open to remote)

Type: Full Time

Currently reports to: CEO

Compensation: Base + salary


Strategic Development

  • Collaborate with CEO to set and manage sales and customer success objectives, goals, and KPIs
  • Develop sales and customer success strategies to achieve business objectives
  • Provide insight on product roadmap based on customer needs and company objectives
  • Collaborate with Marketing to develop strategy for successful digital and physical selling events
  • Collaborate with Marketing to evaluate external partnerships that lead to brand and retailer growth


  • Personally identify and create a sales pipeline of enterprise retailers and hit company targets
  • Personally manage every stage of the enterprise sales pipeline from sourcing deals, pitching executives, and closing deals
  • Cultivate and maintain relationships with enterprise customers’ executive teams
  • Develop and manage sales playbook across all three sales departments (enterprise retail, SMB retail, brands)
  • Develop and oversee sales pitch email and meeting scripts across all departments
  • Source and implement new software to manage workflow and sales process
  • Handle sales issues that are escalated by direct reports
  • Create sales reports on sales business status, risks, and revenue attainment

Customer Success

  • Develop and manage customer success playbook for all three customers (enterprise retail, SMB retail, brands)
  • Develop and oversee upselling opportunities with existing customers
  • Collaborate with Product Manager to ensure Help Center is up to date with necessary information and accompanying media
  • Handle customer success issues that are escalated by direct reports
  • Create CS reports on existing business status, risks, retention, and upsell attainment

Team Management

  • Manage existing and recruit new sales and customer success team members
  • Oversee and provide support to all team members in all four departments (Enterprise Retail, SMB Retail, Brand Sales, Customer Success) to ensure they meet goals

Who You Are

  • You have B2B Retail/Wholesale Tech, Sales, and Customer Success experience with a proven track record of successfully scaling revenue at an early stage company
  • You have experience sourcing, pitching, winning, and maintaining multi-year relationships with major enterprise retailers
  • Advanced knowledge of merchandising and wholesale processes; in particular as it relates to apparel, accessories, beauty, and homeware buying
  • Great communication skills, writing skills, continuous learning, and bias for action
  • Great team player with passion for encouraging cross-functional collaboration and alignment
  • You have experience with building and scaling internal tools which drive efficient and effective sales operations and customer experience
  • You are a creative problem-solver. You excel at identifying simple solutions to tough problems.
  • You are relentlessly resourceful. When something needs to get done, you always find a way to make it happen. Even when the work is hard, you have the drive to power through it and execute with limited information and ambiguity.
  • A "can do" attitude driven by your passion to accomplish your goals and empower your team to do the same

Must Have

  • Bachelor’s degree in business, marketing, or equivalent experience
  • 7+ years of professional B2B fashion wholesale sales/account management experience with a minimum of three years at a Director level or above
  • 2+ years of professional B2B SaaS sales experience in the retail tech or fashion tech space
  • 2+ years of professional experience working in-house for a fashion or beauty brand
  • Built and managed teams of 6 or more
  • Experience with CRM systems (Hubspot, Salesforce, etc.)
  • Experience developing sales and customer success playbooks

Bonus to Have

  • At least two years experience working at an early stage tech startup preferred
  • Experience using competitor B2B wholesale systems
  • Former buyer at large retail company

To apply email your resume to and include the job title in the subject line.