Director of Sales

The role

The Director of Sales is responsible for leading the day-to-day execution and performance of Drug Hunter’s frontline sales team. Reporting to the SVP, Head of Business Development, this role will directly manage and develop a team of Account Executives and Account Managers across Small/Midsize Biotech, Mid-Market, Enterprise, Academic, and select strategic accounts.

This is a dedicated sales management role focused on coaching, accountability, pipeline discipline, opportunity execution, and rep development. The Director of Sales will serve as a key partner to the SVP, Head of Business Development, ensuring the sales team consistently executes against Drug Hunter’s commercial strategy and operates with a high degree of rigor, professionalism, and accountability.

Key Responsibilities

Sales Leadership & Coaching

• Directly lead, coach, and develop Account Executives and Account Managers

• Conduct weekly one-on-ones, opportunity reviews, pipeline inspections, forecast reviews, call reviews, and email coaching

• Develop coaching plans to improve discovery, qualification, prospecting, messaging, stakeholder engagement, negotiation, and closing skills

• Provide hands-on coaching to developing sellers and reinforce strong commercial judgment

• Set clear expectations for performance, CRM discipline, account planning, and follow-through

• Manage performance proactively with feedback and improvement plans

• Support onboarding, training, and career development

Sales Execution & Pipeline Management

• Ensure consistent execution of Drug Hunter’s sales process and commercial strategy

• Maintain pipeline integrity and accuracy; ensure opportunities are qualified, staged, and supported by clear next steps

• Partner with SVP on pipeline reviews and forecasting; serve as leader in SVP’s absence

• Inspect opportunities to identify deal risk, qualification gaps, and missing stakeholders

• Coach reps on prospect research, stakeholder mapping, and multi-threaded relationships

• Reinforce disciplined discovery and qualification practices

• Drive CRM accuracy, pipeline hygiene, and forecast discipline

Sales Methodology & Commercial Excellence

• Embed Customer Centric Selling principles throughout the sales process

• Apply The Challenger Sale methodology to coach reps on insight-led selling

• Reinforce consistent messaging, discovery practices, and opportunity management

• Review calls, emails, proposals, and strategies to identify coaching opportunities

• Partner with SVP to strengthen sales playbook and commercial best practices

Cross-Functional Execution

• Partner with Revenue Operations to maintain CRM discipline and reporting accuracy

• Collaborate with Marketing to improve outbound execution and lead conversion

• Coordinate with Application Science and other teams for effective discovery and demos

• Surface customer feedback and competitive intelligence to leadership

• Provide strong frontline leadership to enable SVP focus on broader strategy

Requirements

• 8+ years of experience in B2B SaaS, enterprise software, or consultative sales

• 5+ years managing and coaching quota-carrying sales reps

• Strong experience with Customer Centric Selling and Challenger methodologies

• Expertise in pipeline management, forecasting, qualification, and CRM discipline

• Proven ability to coach reps on discovery, prospecting, communication, negotiation, and closing

• Strong performance-management skills with direct feedback and accountability

• Excellent communication, organizational, and leadership skills

• Experience selling into pharmaceutical, biotech, life sciences, or technical organizations preferred

• Comfortable in fast-moving, high-growth environments

Success in This Role Looks Like

• Sales reps receive consistent coaching and show measurable improvement

• Pipeline is accurate, qualified, and supported by clear next steps

• Operating rhythms (pipeline reviews, inspections, forecasts) are disciplined and effective

• Reps execute strong discovery, qualification, stakeholder mapping, and prospecting

• Customer Centric Selling and Challenger principles are consistently applied

Benefits

• Competitive salary, variable compensation, and equity

• Medical, dental, vision, and life insurance (including platinum PPO coverage)

• Short-term and long-term disability insurance

• Cancer and critical illness coverage

• Up to 14 weeks paid parental leave (after 1 year tenure) + childcare FSA

• 401(k) + employer match

• Home office stipend for remote employees

• Learning and development support

• Generous and flexible vacation and leave policies