Director of Sales

This is a fully remote position, open to applicants in United States.

📋 Description

• Lead, mentor, and develop a team of Account Executives and Account Managers directly.

• Facilitate weekly one-on-ones, opportunity assessments, pipeline evaluations, forecast reviews, call assessments, and email coaching.

• Create personalized coaching plans to enhance skills in discovery, qualification, prospecting, messaging, stakeholder engagement, negotiation, and closing.

• Establish performance, activity, CRM adherence, account planning, and follow-up expectations.

• Actively manage performance through feedback and improvement strategies.

• Assist with onboarding, training, career advancement, and continuous skill enhancement.

• Ensure the consistent application of Drug Hunter’s sales methodology and commercial strategy.

• Maintain a precise, qualified, and well-organized pipeline with clear next steps.

• Collaborate with the SVP, Head of Business Development on pipeline evaluations, sales execution, and forecasting responsibilities.

• Assess opportunities for deal risks, stalled prospects, qualification deficiencies, absent stakeholders, and unclear next steps.

• Guide research on prospects and accounts, stakeholder identification, relationship mapping, multi-threading within accounts, and follow-up activities.

• Promote CRM accuracy, pipeline maintenance, forecasting discipline, and opportunity documentation.

• Integrate Customer Centric Selling and The Challenger Sale methodologies throughout the sales process.

• Review calls, emails, proposals, and opportunity strategies to enhance execution quality.

• Collaborate with the SVP to refine the sales playbook, training resources, and commercial best practices.

• Work alongside Revenue Operations on CRM adherence, reporting accuracy, pipeline transparency, and sales processes.

• Partner with Marketing on outbound initiatives, campaign follow-ups, messaging, and lead conversion.

• Coordinate with Application Science and other client-facing teams on discovery, demonstrations, scientific engagement, and follow-ups.

• Gather customer feedback, competitive insights, and frontline observations for commercial leadership.

⛳️ Requirements

• Over 8 years of experience in B2B SaaS, enterprise software, technology, or a consultative sales environment.

• More than 5 years of direct experience in managing, coaching, and developing quota-carrying sales representatives, with a proven track record of developing junior and mid-level sellers.

• Strong background in Customer Centric Selling and The Challenger Sale, or similarly aligned consultative and insight-driven sales methodologies.

• Proven expertise in pipeline management, opportunity evaluation, forecasting, qualification, CRM adherence, and sales coaching.

• Demonstrated ability to coach representatives on discovery, prospecting, written communication, stakeholder mapping, multi-threading, negotiation, and closing.

• Experience in reviewing sales calls, emails, pipeline data, and individual opportunities to identify execution gaps and coach for improvement.

• Strong performance management skills with the ability to set clear expectations, deliver direct feedback, and hold representatives accountable.

• Exceptional communication, organizational, and leadership capabilities.

• Experience selling into pharmaceutical, biotechnology, life sciences, scientific, or highly technical organizations is highly preferred.

• Comfortable working in a dynamic, high-growth environment where sales processes and commercial strategies are continuously evolving.

🏝️ Benefits

• Competitive salary, variable compensation, and equity options.

• Comprehensive medical, dental, vision, and life insurance plans for employees and their dependents, including generous coverage for a platinum PPO healthcare plan.

• Short-term and long-term disability insurance.

• Coverage for cancer and critical illness.

• Up to 14 weeks of paid parental leave (after 1 year of tenure) and a childcare FSA plan.

• 401(k) plan with employer matching.

• Home office setup stipend for fully remote employees.

• Support for learning and development.

• Generous and flexible vacation and leave policies.