Director of Sales

📋 Description

• Directly oversee and nurture a team of Account Executives, offering coaching, performance evaluations, and career development guidance to enhance individual and team quota achievement.

• Manage and direct the SDR team, establishing prospecting objectives, outreach tactics, and pipeline contribution benchmarks; ensure effective collaboration between SDRs and AEs during the handoff process.

• Supervise the Customer Success team to guarantee elevated levels of customer satisfaction, product utilization, and retention; collaborate with CS leadership on renewal strategies, upsell/cross-sell initiatives, and escalation management.

• Recruit, hire, and onboard exceptional sales and CS talent in accordance with post-Series A expansion plans as necessary.

• Promote a high-performance, inclusive, and collaborative team environment grounded in accountability and ongoing improvement.

• Conduct regular one-on-one meetings, team discussions, pipeline assessments, and performance evaluations to keep the revenue organization aligned and driven.

• Own and meet quarterly and annual revenue objectives across new business, expansion, and renewal; ensure team accountability to individual and collective KPIs.

• Develop and enhance the go-to-market strategy in collaboration with the CCO, including target segments, ideal customer profiles, and competitive positioning among pharmaceutical manufacturers, wholesale distributors, logistics firms, and pharmacies.

• Maintain precise pipeline forecasting and CRM accuracy; provide dependable revenue updates to the executive team.

• Collaborate with Marketing on demand generation initiatives, content creation, and events that foster qualified pipeline growth for the AE and SDR teams.

• Work with Product to communicate market and customer insights, influence the product roadmap, and ensure LighthouseAI’s solutions remain competitively distinguished.

• Represent LighthouseAI at industry conferences, trade shows, and networking gatherings to enhance brand visibility and cultivate strategic partnerships.

⛳️ Requirements

• A minimum of 2 years of direct management experience leading Account Executives, SDR teams, and/or Customer Success teams within a SaaS or technology setting.

• B2B sales expertise, with a solid history of consistently achieving or surpassing quota.

• Proven capacity to coach, develop, and retain high-performing sales and CS talent across diverse experience levels.

• Demonstrated success in selling SaaS, compliance software, or technology solutions within complex enterprise environments.

• Experience managing lengthy sales cycles (3–12+ months) and navigating multi-stakeholder buying committees.

• Familiarity with or strong experience in the pharmaceutical, life sciences, biotech, or healthcare regulatory sectors is highly preferred.

• A documented history of building and scaling revenue teams in a startup or high-growth company setting.

🏝️ Benefits

• Health, Dental, and Vision Insurance

• Short-Term Disability (STD), Long-Term Disability (LTD), and Life Insurance

• 401(k)

• PTO and Paid Holidays