Director of Sales

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

📋 Description

• Directly oversee and nurture a team of Account Executives, offering coaching, performance evaluations, and career advancement support to promote individual and team quota achievement.

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

• Supervise the Customer Success team to guarantee high customer satisfaction, product adoption, and retention; collaborate with CS leadership on renewal strategies, upsell/cross-sell opportunities, and escalation handling.

• Recruit, hire, and onboard exceptional sales and CS talent in line with post-Series A growth objectives as required.

• Cultivate a high-performance, inclusive, and collaborative team environment focused on accountability and continuous improvement.

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

• Own and meet quarterly and annual revenue targets encompassing new business, expansion, and renewal; ensure the team is accountable for both 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 across pharmaceutical manufacturers, wholesale distributors, logistics companies, and pharmacies.

• Ensure accurate pipeline forecasting and maintain CRM hygiene; provide trustworthy revenue reports to the executive team.

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

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

• Represent LighthouseAI at industry conferences, trade shows, and networking events to enhance brand visibility and foster strategic relationships.

⛳️ Requirements

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

• B2B sales experience with a proven history of consistently meeting or surpassing sales targets.

• Proven ability to coach, develop, and retain top-performing sales and CS talent across various 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 buying committees with multiple stakeholders.

• Experience or strong familiarity with the pharmaceutical, life sciences, biotech, or healthcare regulatory sectors is highly preferred.

• Proven track record of building and scaling revenue teams in a startup or rapidly growing 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