Location: Remote (U.S.-based)

Type: Full-time, W-2

Reports to: Director of Retail

Travel: 20-30%

Compensation: Competitive base salary up to $80K plus performance-based quarterly incentives (Total OTE $95K-$110K)

The Opportunity:

Puffy is one of the fastest-growing mattress brands in North America, and our retail channel is the engine behind our physical presence in hundreds of stores nationwide. This role is for someone who thrives on relationships and is equally energized by deepening existing ones and starting new ones from scratch.

The best retail relationships aren't managed - they're built. We're looking for someone who can do two things simultaneously: maximize the performance of our existing partner network and constantly expand where Puffy is sold. Someone equally comfortable optimizing current partnerships as they are identifying, nurturing, and closing new retail relationships from the ground up.

Core Accountabilities

• Keep existing retail partners active and growing through proactive outreach, a systematic response cadence, and a keen eye for identifying signs of disengagement as well as opportunities to deepen and expand each partner's Puffy business

• Sign new retail partners by building a prospect pipeline, pitching store owners, and closing new accounts that expand Puffy's retail footprint

• Train retail staff on Puffy products and sales techniques utilizing industry-standard best practices and a variety of methods (in-person, virtual, etc.)

• Support our Independent Sales Rep network in the field by providing product knowledge, program guidance, escalation support, and onboarding support that helps our field sales team perform at their best and strengthens the overall partner experience. ISRs handle new door acquisition in their territories; this role provides the internal activation and field support infrastructure that complements that model.

• Drive retail execution across the partner fleet by supporting initiative rollouts, assortment optimization, and in-store presentation standards that maximize sell-through and reflect the Puffy brand

• Maintain clean, current records across all partner interactions, account dispositions, and pipeline activity in our CRM and project management systems

What We Are Looking For

Must Have

• Wired to take ownership and deliver results. You don't wait to be directed, you anticipate what partners need before they ask, and you measure your success by outcomes rather than activity

• 5-8 years in territory management, account management, or field sales (B2B or B2B2C)

• Proven track record of opening new accounts, not just managing existing relationships

• Comfortable managing a high volume of accounts simultaneously with minimal oversight

• Proficient in Asana or comparable project management tools and CRM systems

• Willing to travel 20-30%

• Strong communicator, written and verbal, with retail buyers, upper management, and store-level staff alike

Nice to Have

• Experience in mattress, bedding, or home furnishings

• Existing relationships with furniture or mattress retailers

• Trade show experience (High Point Market, Las Vegas Market, etc.)

• Experience working alongside or managing 1099 independent sales reps

What Success Looks Like

First 90 Days: Learn the products and systems. Talk to every active partner. Identify the accounts most worth reactivating. Start building your prospect pipeline.

First 6 Months: More partners ordering regularly. Your first new accounts signed and placing orders. Good working rhythm with the ISR team. Travel trips paying off.

First Year: Partner activity up compared to last year. Solid number of new accounts you personally brought in. A repeatable system for keeping partners engaged.

Who You'll Work With:
You'll be the link between internal teams and what happens at the store level:

• Director of Retail — Direct reporting line, strategic direction, travel approvals

• ISR Team — 8 independent sales reps (1099) you'll support, coordinate with, and back up in the field

• Retail Partners — 45+ existing accounts you'll keep active and growing

• Operations — Delivery, inventory, order issues that need internal coordination

Our leadership includes a Forbes Council CEO and team members from high-growth DTC brands.

Your Trajectory Here:
This role has room to grow based on what you deliver:

• Senior Retail Field & Acquisition Manager — Larger territory, more accounts, higher targets

• Retail Enablement Lead — Own ISR onboarding, training programs, partner success systems

• Expanded scope into new channels or markets as Puffy's retail footprint grows

What takes 4-5 years elsewhere happens in 1-2 here.

Next Steps:

Click "Apply" to start your application today!