Director, Sales & Solutions

Director, Sales & Solutions (Author & Seller Services) Remote role, within reasonable traveling proximity to our Seattle office    At RPI, we are transforming how products are created, produced, and delivered worldwide. Every day, our cloud-based platform powers millions of personalized, on-demand items that reach customers with speed, quality, and sustainability. We partner with leading brands, publishers, and creative platforms, including Blurb.com, our consumer-facing self-publishing brand, to bring ideas to life at global scale. By combining innovative technology with a distributed manufacturing network, RPI is reimagining the future of personalized production.    About the Role   RPI Print is seeking a Director, Sales & Solutions to lead Author & Seller Services while growing key revenue channels across RPI and Blurb. This is a highly visible player-coach role responsible for managing and developing a small sales team while also carrying a strategic book of business focused on large-order customers, high-value creator relationships, and emerging self-serve opportunities.    This role sits at the intersection of sales, platform growth, and customer strategy. You’ll help shape how RPI engages customers such as high-volume creators and publishers.    We’re looking for a business-minded leader with a GM-style mindset: someone who can balance hands-on sales leadership with building and scaling a business.     The ideal candidate brings strong outbound instincts, experience balancing transactional and consultative sales motions, and the leadership presence to coach and elevate a growing team. Just as importantly, this person is energized by building, helping refine repeatable growth motions, influencing go-to-market strategy, and identifying where customer demand is heading next.    This is an opportunity to join a technology-driven manufacturing company actively evolving how personalized products are produced and fulfilled at scale. You’ll work cross-functionally with Sales, Marketing, Product, and Operations leaders while helping shape a fast-growing and strategically important area of the business.    Key Responsibilities    Team Leadership & Development  Operate with a GM mindset, helping build, scale and evolve a growing area of the business across customer acquisition, pipeline strategy, team development and revenue growth. Hire, onboard, and develop a team of sales and solutions representatives across multiple channels.  Set individual and team performance expectations; coach reps through pipeline reviews, deal strategy, and skills development  Build a team culture that is proactive, data-informed, and customer-obsessed  Lead by example through active selling, account management, and customer engagement  Pipeline Strategy & Ownership  Own overall pipeline health and revenue forecasting across various customer segments Develop and refine the outbound prospecting strategy for each segment - identifying target verticals, refining ICP, and building repeatable motions the team can execute.  Partner with Marketing on lead generation programs, campaign alignment, and feedback loops between field intelligence and content/channel strategy.  Self-Serve & API Sales Motion  Define and own the sales motion for RPI's API/self-serve channel — engaging developer-side buyers, platform integrators, and operational print buyers who need a programmatic solution  Work cross-functionally with Product to understand the API roadmap  Develop qualification criteria and conversion plays that move prospects into managed relationships where appropriate Individual Contribution  Carry a personal quota, modeling the selling approach you expect from your team  Own the full sales cycle on your personal book — from prospecting through close — calibrating between transactional efficiency and consultative depth based on account complexity  Develop and expand high-potential accounts, increasing share of wallet over time and positioning RPI as a long-term production partner  Understand customer workflows, content strategies, and business objectives to position RPI's capabilities as a strategic solution, not just a fulfillment option  Operational Excellence & Market Intelligence  Maintain accurate pipeline and team activity documentation in Salesforce; hold the team to the same standard.  Audit customer activity and order patterns to surface re-engagement opportunities across the portfolio.  Bring market trends, competitive dynamics, and customer signals to go-to-market strategy discussions with Marketing, Product, and leadership.    Qualifications 7–10+ years of B2B sales experience, including at least 5+ years in a team lead, player-coach, or people management capacity.  Demonstrated success selling across both transactional and consultative deal types; knows when to move fast and when to slow down.  Experience with or strong curiosity about API/developer-side sales, platform partnerships, or self-serve SaaS/POD channels.  Ability to think above the individual deal — identifying segment patterns, anticipating customer needs, and shaping the outbound motion accordingly.  Strong outbound instincts: comfortable building pipeline from scratch and teaching others to do the same.  Analytical acumen - able to use pipeline data, margin dynamics, and customer trends to prioritize and coach intelligently.  Proficiency with Salesforce or comparable CRM; disciplined about forecasting hygiene at both individual and team level.  Strong written and verbal communication skills across buyer types, seniority levels, and technical vs. non-technical audiences.  Bachelor's degree in business or a related field, or equivalent professional experience.  Background in solutions sales a must; print, publishing, manufacturing, or a related physical product or platform industry a plus.  Our Core Values At RPI, our values shape how we work, lead, and grow together: Be Trustworthy - Act with integrity Act with Ownership - Excellence beyond expectations Deliver an Extraordinary Customer Experience - Exceed customer expectations Be Adaptable - Focus on the opportunity Bias for Action - Take smart risks, learn from new mistakes Embrace Sustainability - Create a sustainable future together   If you believe you're a good fit for this role and share our passion for excellence, we'd love to hear from you!