Director of Sales, Enterprise

CanadaRemoteFull-timeexecutive

SalesSales Director

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Requirements Summary

Manage, mentor, and coach Account Executives through hands-on guidance, performance management, and ongoing professional development.

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SalesSales Director

The Director of Sales, Enterprise will lead enterprise revenue growth across North America, driving new business acquisition and expanding relationships with strategic customers. This leadership role combines sales strategy, team development, and hands-on involvement in complex, high-value SaaS transactions. You will manage and coach a team of Account Executives while building a predictable, scalable enterprise sales engine. Working closely with senior executives and cross-functional teams, you will strengthen go-to-market execution and expand the organization's presence in the Life Sciences sector. The role requires strong commercial judgment, executive relationship-building skills, and the ability to navigate lengthy, multi-stakeholder sales cycles. You will help shape enterprise sales performance in a fast-growing, innovative software environment.

Drive enterprise revenue growth: Own and execute the North American enterprise sales strategy, achieving new business annual recurring revenue (ARR) targets and expanding market share across strategic accounts.
Develop sales strategy: Establish structured approaches for complex enterprise sales cycles, including account planning, opportunity qualification, stakeholder mapping, and deal execution.
Lead and develop the sales team: Manage, mentor, and coach Account Executives through hands-on guidance, performance management, and ongoing professional development.
Support strategic deals: Engage directly in high-value opportunities, helping the team develop deal strategies, build executive relationships, navigate procurement, negotiate commercial terms, and close business.
Build executive relationships: Develop and maintain relationships with senior decision-makers across pharmaceutical, biotechnology, and medical device organizations in the United States and Canada.
Manage pipeline and performance: Maintain a healthy enterprise pipeline, monitor sales metrics, and identify ways to improve conversion rates, deal progression, and overall sales effectiveness.
Expand market opportunities: Identify and pursue new enterprise accounts across North America, developing targeted strategies and strengthening market positioning within the Life Sciences industry.
Collaborate across departments: Work closely with Marketing, Product, Customer Success, Solutions Engineering, and Revenue Operations to align go-to-market initiatives and address complex customer needs.
Oversee forecasting and reporting: Lead pipeline reviews, revenue forecasting, and sales reporting, providing senior leadership with visibility into opportunities, risks, and expected performance.

Requirements

~2 min read

8+ years of experience in B2B SaaS sales, with a focus on enterprise accounts.
At least 3 years of experience in sales management or leadership, including managing, coaching, and developing Account Executives.
Proven record of achieving and exceeding enterprise sales targets in North American and global markets, including closing complex, high-value SaaS deals.
Experience selling SaaS solutions to Life Sciences organizations or within Quality Management, Compliance, or other highly regulated industries.
Strong understanding of the pharmaceutical, biotechnology, and medical device sectors, including international regulatory and compliance requirements such as FDA, EMA, and GxP.
Extensive knowledge of complex enterprise sales cycles, including multi-stakeholder decision-making, executive-level engagement, procurement, and contract negotiations.
Strong business acumen and the ability to communicate technical capabilities in terms of measurable business value to C-level executives and senior decision-makers.
Hands-on leadership approach, with the ability to guide teams through discovery, qualification, value-based selling, negotiation, and closing.
Strong analytical skills and experience with revenue forecasting, pipeline management, and sales performance metrics.
Ability to balance strategic planning with direct sales involvement in a dynamic, fast-growing environment.
Availability to work primarily Eastern Time (ET) hours to collaborate effectively with internal teams.
Nice to have: Experience selling Quality Management Systems (QMS) or compliance software; experience scaling enterprise sales teams and processes in early- to mid-stage SaaS companies; familiarity with Salesforce-native SaaS products and go-to-market environments.