Sales Leader, LifeScience

This is a fully remote position, open to applicants in Florida, +2 more states.

📋 Description

• Formulate and implement the sales strategy for North America that aligns with Sensitech, the Life Sciences vertical, and Carrier objectives.

• Oversee regional revenue performance, pipeline health, forecast accuracy, account coverage, quota planning, and resource allocation.

• Facilitate pipeline reviews, forecast discussions, deal and account plan evaluations, and performance management.

• Collaborate with Finance and Revenue Operations on capacity planning, territory optimization, and the measurement of commercial performance.

• Utilize data analysis and commercial insights to pinpoint revenue risks, identify growth opportunities, and prioritize expansions.

• Advocate for AI-enabled sales tools to enhance opportunity management, forecasting, and productivity.

• Lead consultative, value-driven solution selling across integrated digital, data, SaaS, and service-enabled offerings.

• Propel discovery, articulate business value, develop ROI, map stakeholders, and engage executives.

• Collaborate with Solutions Consulting, Product, Marketing, and Professional Services to provide differentiated customer solutions.

• Foster retention, expansion, and recurring revenue growth through customer value realization.

• Direct account planning for key pharmaceutical, biotech, logistics, and enterprise Life Sciences clients.

• Support intricate enterprise processes, including RFP/RFQ, contracting, SOW development, pricing, and executive engagement.

• Establish executive-level relationships in strategic accounts and high-value opportunities.

• Communicate market trends, competitive insights, and product feedback to guide strategy.

• Lead, mentor, and develop Key Account Managers, Inside Sales, and other members of the commercial team.

• Cultivate a culture of accountability, collaboration, and continuous improvement.

• Coach account strategy and customer engagement through field time with team members and clients.

• Identify talent gaps, succession opportunities, and capability-building priorities in collaboration with Sales Enablement and HR.

• Act as a visible member of the Sensitech Life Sciences leadership team, sharing regional updates, risks, and recommendations.

• Work in collaboration across Finance, Operations, Product, Marketing, Solutions Consulting, Professional Services, and Customer Success.

• Participate in sales meetings, trade shows, customer events, and leadership reviews.

• Build trust, leverage data, and influence outcomes in a matrixed environment.

⛳️ Requirements

• Bachelor's degree.

• Over 3 years of commercial experience managing large strategic accounts, complex buying committees, and engaging with executives.

• More than 3 years of experience in leading, coaching, and developing sales teams.

• At least 1 year of experience in selling complex solutions across SaaS, IoT, hardware/software platforms, analytics, or supply chain technology.

• Willingness to travel up to 50% within the U.S. and Canada, as needed.

• Master’s degree is preferred.

• Over 5 years of commercial experience leading sales or enterprise sales organizations is preferred.

• Experience in Life Sciences, healthcare, logistics, cold chain, or regulated supply chain markets is preferred.

• Familiarity with SaaS-enabled, recurring revenue, or value-based selling environments is preferred.

• Strong understanding of the sales process, opportunity management, forecasting, and CRM execution; Salesforce is strongly preferred.

• Capability to coach teams on discovery, value creation, negotiation, and close planning.

• Proven success in delivering revenue results and leading high-performing teams.

• Experience with AI-enabled sales technologies and digital selling tools.

• Background in a global, matrixed organization with influence-based leadership.

• Ability to travel within the U.S. and Canada.

🏝️ Benefits

• Short-term cash incentives, subject to plan requirements.

• Medical, Dental, Vision coverage.

• Wellness incentives.

• Retirement benefits.

• Paid vacation days, up to 15 days.

• Paid sick days, up to 5 days.

• Paid personal leave, up to 5 days.

• Paid holidays, up to 13 days.

• Birth and adoption leave.

• Parental leave.

• Family and medical leave.

• Bereavement leave.

• Jury duty leave.

• Military leave.

• Purchased vacation options.

• Short-term and long-term disability coverage.

• Life Insurance and Accidental Death and Dismemberment coverage.

• Health Savings Account.

• Health Care Spending Account.

• Dependent Care Spending Account.

• Tuition Assistance.

• Remote work arrangements.