Director of Sales, Enterprise

This is a fully remote position, open to applicants in United States, +2 more locations.

📋 Description

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

• Design and execute sales tactics for intricate enterprise purchasing processes, which encompass account planning, opportunity assessment, stakeholder identification, and deal execution.

• Guide, mentor, and cultivate a team of Account Executives.

• Offer practical coaching, performance evaluation, and support throughout the sales journey.

• Engage in complex, high-stakes sales opportunities, focusing on deal strategy, executive involvement, negotiations, procurement procedures, and closing.

• Establish connections with senior executives and key stakeholders within pharmaceutical, biotechnology, and medical device sectors across the US and Canada.

• Develop and maintain an enterprise sales pipeline while tracking sales performance metrics.

• Identify and seek new enterprise opportunities throughout North America.

• Collaborate with Marketing, Product, Customer Success, Solutions Engineering, and Revenue Operations on go-to-market strategies and sales execution.

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

⛳️ Requirements

• A minimum of 8 years of experience in B2B SaaS sales, particularly with Enterprise accounts.

• At least 3 years in management or leadership positions, overseeing, mentoring, and coaching Account Executives.

• A proven history of meeting and surpassing enterprise sales goals in North American and global markets.

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

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

• A solid understanding of international pharmaceutical, biotech, and medical device organizations, along with their regulatory and compliance challenges, including FDA, EMA, and GxP.

• Comprehensive knowledge of complex enterprise sales cycles, multi-stakeholder decision-making, executive-level sales, procurement, and contract negotiations.

• Well-honed business acumen and capability to engage with C-suite executives and senior decision-makers.

• A hands-on leadership style, adept at guiding sales teams through qualification, discovery, value-driven selling, negotiation, and closing.

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

• Capacity to excel in a fast-paced, evolving environment while balancing strategic insight with practical sales execution.

• Willingness to work primarily during Eastern Time (ET) hours.

• Experience in selling Quality Management Systems (QMS) or other compliance software is preferred.

• Experience in scaling enterprise sales teams and processes within early to mid-stage SaaS organizations is preferred.

• Familiarity with Salesforce-native SaaS products and go-to-market contexts is preferred.

🏝️ Benefits

• Equal opportunity employer dedicated to diversity and inclusion.