Job Details

Director of Sales – Restoration & Emergency Services (Player-Coach)

Type: Full-Time, Permanent, Direct Hire
Location: Petaluma, CA (Relocation Package Available)
Reports to: CEO
Travel: Regional within NorCal

*** Please ensure you read through the entire job posting to better understand the work model, expectations, requirements, location, compensation and qualifications requirements for this role. ***

Before You Apply

This isn't a cushy title with assistants and automatic growth. If you're looking for easy wins and predictable days, stop reading now. This role demands grit, extreme accountability, and leadership under pressure.

Who We Are

We're Critical Control, a family-owned disaster recovery company based in California with boots on the ground nationwide. From day one, we've focused on delivering exceptional service and building a company we're proud of. Today, we help residential and commercial clients recover from water damage, fires, and emergencies and are trusted by governments and Fortune 500 companies for complex projects across the country.

With offices in Petaluma and Sacramento, CA, and rapid expansion underway, you'll join a team driven by strong core values, care for each other, and dedication to clients – making a real impact every single day.

Position Summary

As Director of Sales, you will rebuild our revenue engine from the ground up in a dynamic and evolving market. Your mission: drive $25M in net new revenue over the next 12 months by building a high-performance team, personally managing strategic accounts, and creating scalable systems that turn referrals into revenue.

We are making a strategic shift from consumer-driven emergency response to B2B referral sales, working with insurance brokers, executive general adjusters (EGAs), and facility managers. This transition requires longer sales cycles, higher standards, and relentless follow-through.

If you're ready to build, coach, sell, and lead at the same time, this is your opportunity to make a significant impact. We want top-tier performers who thrive in this environment.

Key Responsibilities

• Revenue Ownership: Personally own $3-5M in annual revenue through 10–15 top-tier adjusters, EGAs, and brokers.
• Referrer Management: Build trust with industry professionals controlling large-loss referrals.
• Deal Closing: Close 1–2 jobs/month, averaging $400K per job.
• Team Building: Hire, onboard, and manage 4 AEs and 4 SDRs.
• Ramp & Coaching: Ramp new reps to quota within 90 days; conduct weekly 1:1s, forecast reviews, and real-time coaching.
• Culture & Performance: Maintain a culture of performance, feedback, and accountability.
• Systems & Playbooks: Create referral playbooks and outbound cadences for brokers, EGAs, and FMs.
• CRM & Attribution: Own and enforce CRM hygiene and referral attribution.
• Marketing & CE: Build CE strategies, broker events, and ABM campaigns.
• Forecasting & Alignment: Forecast revenue across multiple referral channels; partner with operations, marketing, and AR to align delivery with demand.
• Tracking: Monitor referral velocity, channel contribution, and margin consistency.

Requirements

• Proven player-coach with direct experience closing high-ticket B2B deals.
• Experienced in restoration, construction, facilities, or property claims.
• Relentlessly organized, with the ability to teach process discipline to others.
• Unafraid of rejection and excellent under pressure.
• Obsessed with performance, accountability, and truth over comfort.
• Demonstrated ability to build a sales org from scratch, with full backing from executive leadership.
• Proven track record of building and maintaining from $10m-$50M+ revenue engine and shaping national growth.
• Previously defined the referral playbook for a rapidly scaling company.
• Unwavering ability to work alongside elite operators and field professionals solving real problems daily.

You Might Be The One If…

You've built and scaled sales teams that deliver big numbers under pressure.
You thrive in a dynamic, gritty, execution-focused environment.
You don't whine. You win.

Don't Apply If…

You think "busy" equals "productive."
You prefer titles over targets.
You need someone to tell you what to do.
You want predictable comfort instead of fast growth and challenges.

What You Get

• Autonomy: Lead without micromanagement.
• Velocity: Work with a team that moves fast and means it.
• Growth: Our org is expanding rapidly, and so will you.

Final Note

This role has real upside and real expectations. If you're ready to build something meaningful, something legacy-worthy, this is your shot.

If you're the one, apply now and get noticed.

Benefits:

• Employer-sponsored medical, dental, vision coverage
• Personal wellness program
• Paid holidays, vacation, and sick time

Learning & Development:

• High growth potential as we grow
• E-learning training courses and Career pathing support
• Company-sponsored leadership and mentoring program

Other Perks:

• No micro-management
• Culture immersion events
• Company provided phone, laptop, and apparel
• Company vehicle (Dependent on position)

As a national employer, we consider numerous factors when determining compensation, including the specific job responsibilities, your geographical location, and your level of experience. For this role, we estimate a target pay range and budget of [Expected OTE $450k - $550k + Company vehicle] per annum.

Our commitment to equity, equal opportunity, inclusion, and diversity is part of our broader commitment to respecting fundamental human rights across our value chain. Critical Control is proud to be an Equal Opportunity Employer. The Company will consider for employment qualified applicants with arrest and conviction records.

Equal Opportunity Employer/Veterans/Disabled

For more information on Critical Control, please visit our website - www.criticalcontrol.co

• or our social channels like LinkedIn. On our career site, you will find some of the key steps you can expect to guide you along the way.

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