Job Description

Co-founded by Katy Perry and Morgan McLachlan, De Soi is a fast-growing startup that makes sparkling, ready-to-drink non-alcoholic beverages. While our small but mighty team works out of a Los Angeles, Playa Vista WeWork office, we have gained national recognition (and major retailers!). De Soi was created to bring people together and promote personal and social well-being. From natural adaptogens like reishi mushroom and lion’s mane to culinary botanicals, we blend premium, nourishing plant tonics with modern storytelling to redefine celebration for the wellness mindset.

ABOUT THE ROLE:

Join the fastest-growing segment of the beverage industry. The Director of Sales – National Accounts is a key sales leadership role responsible for managing and expanding De Soi’s largest national retail and distributor relationships.

This role will own the strategy and execution for major national accounts, including large retail partners and key distribution relationships with Southern Glazer’s Wine & Spirits, ensuring De Soi continues to grow distribution, velocity, and brand presence across the country.

You will play a critical role in scaling the business by building strong partnerships with national buyers, leading account strategy, and driving profitable growth across retail and distribution channels. This role partners closely with marketing, operations, and executive leadership to ensure alignment between brand strategy and commercial execution.

 

WHAT YOU’LL DO:

National Account Management

• Own and grow De Soi’s relationships with key national retail partners (ex: Target and other major national chains)
• Lead strategic planning and execution for national account growth, including distribution expansion, promotional planning, and new item launches
• Develop joint business plans with national retailers to drive both short-term velocity and long-term growth

Distributor Management

• Manage and develop key relationships with major distributor partners, including Southern Glazer’s and other national distribution networks
• Align distributor priorities with company goals and ensure effective execution across markets
• Provide clear direction and communication to distributors on account priorities, product launches, and promotional initiatives

Revenue Growth & Strategy

• Develop and execute national sales strategies to achieve or exceed revenue targets
• Identify and secure new distribution opportunities across national chains and key accounts
• Analyze account performance data to identify trends, opportunities, and areas for improvement

Cross-Functional Leadership

• Partner with marketing to develop account-specific promotional programs and marketing initiatives
• Provide insights from national accounts to inform brand strategy, product development, and go-to-market plans
• Collaborate with operations and supply chain to ensure strong execution across large retail partners

Sales Execution

• Manage promotional pricing, account programs, and distributor alignment
• Track and report sales pipeline activity and key account performance
• Represent De Soi in key meetings with national buyers and distributor leadership

REQUIREMENTS:

• 7+ years of sales experience in the beverage or CPG industry, with a strong focus on national accounts
• Proven experience managing large national retail accounts and distributor relationships
• Experience working with national beverage distributors (such as Southern Glazer’s) strongly preferred
• Demonstrated success growing distribution and revenue within large retail chains
• Strong strategic thinking combined with hands-on execution in a fast-growing brand environment
• Excellent presentation, negotiation, and relationship management skills
• Ability to collaborate across marketing, operations, and leadership teams
• Strong analytical skills with the ability to translate data into actionable account strategies
• Proficiency in Excel, PowerPoint, and sales reporting tools
• Willingness to travel up to 40–50%

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