Director of Sales, SCI in San Diego, California at Surfline

About Surfline

Millions of people around the world depend on Surfline’s products to enrich their experiences in and around the ocean. Since 1985, our company has connected people with the ocean. Starting with surfers and expanding to offshore cruisers, anglers and a myriad of other ocean enthusiasts, we’ve made it our mission to deliver peak maritime experiences. We provide those who work and play in the ocean with all the advanced tools, personalized insights and immersive content to make their lives better -- supplying them with the information they need to make smarter decisions, seek out new experiences and gain valuable knowledge.

We are dedicated to bringing people together across the globe, and we champion and encourage those who bring different perspectives, ideas, and creativity. At Surfline, we recruit, employ, train, compensate, and promote regardless of race, religion, color, national origin, sex, disability, gender identity, gender expression, age, veteran status, and any other protected status.

Surfline Coastal Intelligence (SCI) is seeking a Director of Sales to lead and scale revenue growth across our government and commercial business segments. This is a strategic leadership role responsible for building and managing the SCI sales function, driving pipeline development, and expanding partnerships with public sector and enterprise clients focused on coastal resiliency and safety.

As an early leader within the SCI business, you will help shape go-to-market strategy, refine sales processes, and build a high-performing sales organization. You will work directly with government agencies, municipalities, and private sector partners to deliver innovative coastal intelligence solutions powered by Surfline’s industry-leading camera network, AI, and predictive modeling capabilities. This role reports to the General Manager of Surfline Coastal Intelligence and partners closely with Data Science, Engineering, Customer Success, and Camera Operations to drive long-term growth and client success.

Under Surfline’s “Work from Anywhere” policy, this position may be performed on a full-time remote basis, with California-based candidates strongly preferred.

What You’ll Do

• Lead and manage the global SCI sales organization, including strategy, forecasting, and team development.
• Manage a team of Account Executives and Sales Development Representatives across the U.S., Australia, and future international markets.
• Drive revenue growth across government and commercial accounts, with a focus on long-term strategic partnerships.
• Develop and manage a strong pipeline of opportunities across municipal, state, federal, and enterprise clients.
• Lead complex sales cycles from prospecting through negotiation and close.
• Build trusted relationships with government agencies, resiliency organizations, and coastal stakeholders.
• Develop and improve sales collateral and pitch narratives while coaching the team to deliver compelling, high-impact presentations.
• Partner cross-functionally with Customer Success, Product, and Data Science teams to deliver strong client outcomes.
• Represent SCI at industry events, conferences, and client meetings to strengthen market presence and thought leadership.
• Help establish scalable sales processes, tools, and reporting as the business grows.

What We’re Looking For

• 10+ years of experience in sales, business development, or revenue leadership roles, including experience managing sales teams.
• Strong track record of driving revenue growth and closing complex enterprise or government deals.
• Experience selling into government organizations or public agencies; experience related to resiliency, safety, infrastructure, or environmental intelligence is a plus.
• Ability to operate effectively in fast-moving, evolving environments and help build structure and process.
• Excellent communication, relationship-building, and negotiation skills.
• Highly organized, strategic, and results-oriented, with strong ownership and accountability.

You May Also Have

• Experience working in a startup or early-stage business environment.
• Familiarity with public sector procurement processes and RFPs.
• Interest in coastal resiliency, ocean technology, or environmental monitoring.
• Personal passion for the ocean, beaches, or surfing.

Compensation and Benefits
The base salary range for this position is $150,000 - $170,000, plus Sales incentives. In accordance with applicable state laws, the range provided is Surfline’s reasonable estimate of the base compensation for this role. The actual amount may be higher or lower, based on non-discriminatory factors such as experience, knowledge, skills, abilities, and location. In addition, Surfline offers a competitive and comprehensive benefits package including 100% company-paid healthcare (medical, dental, and vision), a 401(k) plan and match, ‘Use What You Need’ PTO, and more.