.webp)
Director of Sales
Director of Sales, Key Solutions
Company Background
We are an innovative and agile enterprise software product company that specializes in developing advanced solutions for the life sciences and biotechnology sectors. Our products leverage Artificial Intelligence (AI), Machine Learning (ML), and data analytics to accelerate the preclinical and clinical phases of drug discovery and development.
Focused on research compliance, research administration, and grants management, our software solutions incorporate a powerful suite of tools, including a forms engine, workflow engine, rules engine, and reports engine—designed to automate complex processes and improve efficiency.
With AI/ML and data analytics at the heart of our technology stack, we provide smart, data-driven solutions that support scientific discovery and regulatory processes, empowering researchers and organizations to make faster, more informed decisions.
While we are primarily focused on life sciences and biotechnology, our versatile technology stack has the potential to be applied to a variety of other verticals, offering significant opportunities for expansion. We are committed to broadening the scope of our products, tapping into new markets and driving innovation in sectors beyond life sciences, including healthcare, finance, and manufacturing.
In addition to our powerful software products, we also offer professional and consulting services, helping clients optimize their operations through the integration of AI/ML and data analytics technologies, which are adaptable across industries.
Position Summary
We are looking for a highly motivated and results-driven Director of Sales to join our fast-growing team. As the Director of Sales, you will play a crucial role in driving the expansion of our innovative software products, particularly in the life sciences and biotechnology sectors, while also spearheading efforts to introduce our AI/ML and data analytics solutions into new verticals.
You will work closely with leadership, product development, and marketing teams to identify new business opportunities, manage strategic client relationships, and position our company as a leader in AI-driven enterprise solutions across industries.
This is a senior leadership role requiring a deep understanding of AI/ML technologies and data analytics, with a proven track record of sales leadership in the enterprise software industry. Your focus will be on scaling our sales operations, targeting new markets, and aligning our technology offerings with the evolving needs of industries seeking data-driven transformation.
This is a player/coach position where you will not only lead by example in driving sales, but you will also hire, train, and mentor a high-performing sales team, fostering a culture of success and accountability. You will set clear sales goals, track performance, and ensure your team’s efforts align with company objectives to achieve revenue growth. Additionally, you will work closely with cross-functional teams, including marketing and product development, to identify new business opportunities and enhance our product offerings.
Success in this role requires both a strategic mindset and hands-on leadership to ensure the team achieves sales targets while maintaining high standards of customer satisfaction.
Major Responsibilities
- Manage and direct sales and staff and their daily activities, including prospecting, qualifying and positioning of company products and services.
- Establish and manage to ensure meeting or exceeding of monthly, quarterly and annual sales targets.
- Hire, train and mentor the sales team, including sales education on tools and processes (i.e. closure strategies, pipeline management, and opportunity management).
- Cultivate trustful and respectful customer relationships by understanding customer needs and matching company products and services accordingly.
- Define strategy for entire sales process by conducting market analysis, competition analysis, solutions strategy, needs assessment, value proposition, proposal development in response to RFPs, and sales closure strategy.
- Working with Product Development and Product Management Teams, recommend and guide customers on the products/solutions needed in their digital transformation, compliance, and research administration.
- Establish new accounts by identifying strategic prospects and developing relationships with their executives and officers.
- Travel as required to conferences, tradeshows, customer and prospective customer sites, demand creation events, and other related events as required.
- Develop and actively participate in networks outside of the company that will provide market intelligence necessary to compete effectively.
- Understand each software module thoroughly and perform product demonstrations at in-person meetings, vendor shows, and internet webinars.
- Maintain accurate and complete records of contacts and exchanges for analysis of sales efforts and future trends in the CRM system, other sales tools, and manage a weekly revenue forecast.
- Provide feedback to management about product enhancements and new product ideas based on customer feedback.
- Communicate issues relevant to sales processes to management, implementation team, and product development team to assure customer satisfaction.
- Engage and ensure the success of potential and existing clients with solutions that meet or exceed their needs by having a thorough understanding of the company products, technologies, industry trends, and competitors.
- Prepare and report sales volume, potential sales and areas of opportunity for additional sales.
- Apply the subject matter and domain knowledge and experience to conduct market analysis, competition analysis, needs assessment and develop value proposition, solutions strategy, and proposal to respond to RFPs/RFIs.
Qualifications
- Bachelor’s degree required. MBA preferred but not essential.
- 10+ years of experience in software sales or related field; of which 2+ years of experience must be in Pharma, Universities Research facilities, Hospital, or Clinical Research.
- Exceptional interpersonal, verbal and written communication skills.
- Experience with Offices of Research Administration and Compliance in universities, pharmaceutical companies, biotech firms, hospitals, and/or government institutes is a plus.
- Proven sales success.
- Ability to quickly learn the company’s software products and services to provide customers with the most effective solutions.
- Solid experience with CRM and similar sales related software tools.
