Director of Sales, Enterprise

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

📋 Description

• Take ownership of and implement the North American enterprise sales strategy to meet new business ARR objectives, enhance market presence, and promote sustainable revenue growth.

• Create and execute sales strategies tailored for intricate enterprise purchasing processes, which encompass account planning, opportunity assessment, stakeholder mapping, and deal execution.

• Lead, mentor, and nurture a team of Account Executives.

• Provide practical coaching, manage performance, and support the sales process.

• Engage in complex, high-value sales initiatives, which include formulating deal strategies, engaging with executives, conducting negotiations, overseeing procurement activities, and closing deals.

• Cultivate relationships with senior executives and key stakeholders in the pharmaceutical, biotechnology, and medical device sectors across the US and Canada.

• Develop and sustain the enterprise sales pipeline while tracking performance metrics.

• Identify and seek out new enterprise opportunities throughout North America.

• Collaborate with Marketing, Product, Customer Success, Solutions Engineering, and Revenue Operations teams.

• Lead revenue forecasting, strategic pipeline assessments, and sales reporting for senior management.

⛳️ Requirements

• Over 8 years of experience in B2B SaaS sales with a focus on Enterprise accounts.

• More than 3 years in management or leadership positions, directing, managing, and coaching Account Executives.

• Established record of meeting and surpassing enterprise sales targets in both North American and Global markets.

• Proven success in closing complex, high-value SaaS transactions.

• Experience in selling SaaS solutions within Life Sciences, Quality Management, Compliance, or other heavily regulated sectors.

• Deep knowledge of the operations and regulatory/compliance challenges faced by international pharmaceutical, biotech, and medical device companies, including FDA, EMA, and GxP standards.

• Strong grasp of intricate enterprise sales cycles, multi-stakeholder decision-making, executive-level selling, procurement, and contract negotiations.

• Business acumen with the ability to connect with C-level executives and senior decision-makers.

• Hands-on leadership approach with the capability to guide sales teams through qualification, discovery, value-based selling, negotiation, and closing processes.

• Excellent analytical abilities and experience with revenue forecasting, pipeline management, and sales performance metrics.

• Capacity to excel in a dynamic, rapidly growing environment.

• Must be available to work primarily during Eastern Time (ET) hours.

• Experience in selling Quality Management Systems (QMS) or other compliance-related software.

• Experience in scaling enterprise sales teams and processes in early-to-mid-stage SaaS companies.

• Familiarity with Salesforce-native SaaS products and go-to-market strategies.

🏝️ Benefits

• Equal opportunity employer dedicated to diversity and inclusion.

• Supportive and inclusive work environment.