Director of Sales

About

Fora is the modern travel agency, empowering anyone with a passion for travel to build a thriving advisory business. We're modernizing the $100B+ travel agency industry by combining powerful technology, data, and community to enable thousands of entrepreneurs to build on our platform. Our business-in-a-box platform gives travel entrepreneurs everything they need to launch and scale, from cutting-edge tools and personalized training to a vibrant community and exclusive industry partnerships. At the heart of it all is our mission: to help the next generation of travel entrepreneurs turn their love for travel into a fulfilling career, whether full-time or part-time. We believe that everyone, from seasoned professionals to first-time advisors, can build something both profitable and personal.

Founded in 2021 by seasoned entrepreneurs, Fora has grown steadily since, expanding to a team of 200+ full-time employees based in downtown New York City. In 2025, we announced our $60 million Series B and C investment rounds, led by Thrive Capital and Insight Partners, with participation by previous investors including Forerunner and Heartcore Capital. We've also been recognized as a LinkedIn Top Startup 2024, Fast Company's Most Innovative Companies 2025 and 2023, and Built In 2025 Best Places to Work.

Key Responsibilities

• Own building Fora's outbound motion from scratch — figure out what works through trial and error, since there's no existing playbook, team, or precedent to inherit.
• Develop a vision for team structure and a hiring plan for both the outbound AE org and the existing BDR team, sequenced against business goals and quota achievement rather than a fixed headcount plan.
• Hire, onboard, and develop the first team of outbound Account Executives, establishing a high-performance sales culture rooted in accountability, execution, and continuous improvement.
• Coach and mentor the existing BDR team alongside the new AE org, raising the bar on their performance and bringing the same rigor and excellence to both.
• Design a structured coaching and development framework — call reviews, skill-building curricula, ramp plans, and performance feedback loops — that turns reps into top performers and gives the team a clear path to grow their careers at Fora.
• Design compensation structures and quota frameworks for the AE team, calibrated to drive GMV growth and aligned with company economics — including ramp-quota curves and backstop approaches for periods when targets are still unproven.
• Get creative with outbound outreach — test channels, messaging, and lead-working approaches to figure out what converts, then codify what works into the playbook.
• Design, implement, and continuously refine the outbound sales playbook, including prospecting strategies, sales processes, performance metrics, and operating rhythms.
• Partner closely with RevOps to build funnel reporting and instrument the input metrics (activity, connects, conversion by stage) needed to manage and calibrate a brand-new motion.
• Partner closely with Marketing and cross-functional stakeholders to build a repeatable outbound engine that drives qualified pipeline and sustainable GMV growth.
• Lead the team to consistently achieve and exceed quota while using data and performance insights to improve execution and inform future growth.
• Build scalable sales processes that enable the organization to grow efficiently as the team expands.
• Establish Fora as a destination for top sales talent — building a culture, career path, and reputation that makes the best reps want to join and grow their careers here.

Requirements

• Demonstrated success building and leading outbound sales teams in high-growth, revenue-focused organizations — ideally where GMV or marketplace revenue was the core metric.
• A strong problem-solver comfortable being the first person to figure something out — building processes, systems, and reporting from scratch rather than inheriting them.
• Experience hiring, coaching, and developing quota-carrying Account Executives, including designing the coaching frameworks and enablement systems that ramp new hires into top performers.
• Experience coaching and elevating an existing team's performance, not just building a new one from scratch.
• Experience designing compensation plans and quota models — including ramp-quota structures and backstop comp for new markets or motions — that directly drive revenue or GMV growth.
• Experience partnering with RevOps/Sales Ops to build funnel reporting, operating cadences, and the metrics needed to manage a team without historical benchmarks.
• A strong hunter mentality and entrepreneurial drive — proven experience building a sales motion with no existing playbook, not just running one someone else built.
• Experience selling to small and medium-sized businesses, ideally in high-volume or transactional sales environments.
• Experience building or scaling outbound sales motions and developing repeatable sales processes from the ground up.
• Excellent leadership, communication, and execution skills, with the ability to build culture, motivate teams, and drive results in a fast-paced, ambiguous environment.

Compensation

Compensation for this role varies based on experience, with an indicative range of 175K–$200K + OTE and equity. Final compensation will depend on the level at which the candidate is hired, as we’re considering multiple levels for this role.

Unlimited vacation
Health Insurance (including an option completely covered by Fora HQ)
Dental & Vision Insurance
Wellhub Memberships
401k plan with company match
Commuter Benefits
Supplemental Life Insurance
Stock Options

Work Authorization

Authorization to work in the United States is required for full-time roles based in our New York City office. Fora is unable to sponsor or assist with U.S. work authorization. Roles based outside of the United States are not subject to this requirement.

Equal Opportunity

Fora is committed to an equitable hiring process and an inclusive work environment. BIPOC and traditionally underrepresented candidates are strongly encouraged to apply. We will not discriminate and will take action to ensure against discrimination in employment, recruitment, advertisements for employment, compensation, termination, upgrading, promotions, and other conditions of employment against any employee or job applicant on the bases of race, color, gender, national origin, age, religion, creed, disability, veteran's status, sexual orientation, gender identity, gender expression or any other characteristic protected by law.