Director of Sales

Role Summary

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.

Success in this role requires an experienced frontline sales leader who is highly engaged in the details of sales execution and skilled at developing relatively junior sellers. The ideal candidate is experienced in Customer Centric Selling and The Challenger Sale and knows how to translate these methodologies into practical, repeatable behaviors across prospecting, discovery, qualification, stakeholder engagement, opportunity management, and closing.

Key Responsibilities

Sales Leadership & Coaching

• Directly lead, coach, and develop a team of Account Executives and Account Managers.
• Conduct weekly one-on-ones, opportunity reviews, pipeline inspections, forecast reviews, call reviews, and email coaching.
• Develop individual coaching plans that improve discovery, qualification, prospecting, messaging, stakeholder engagement, negotiation, and closing skills.
• Provide hands-on coaching to developing sellers and reinforce strong commercial judgment and sales fundamentals.
• Set clear expectations for performance, activity, CRM discipline, account planning, and follow-through.
• Manage performance proactively, including identifying gaps, providing actionable feedback, and establishing clear improvement plans when needed.
• Support onboarding, training, career development, and ongoing skill development across the team.

Sales Execution & Pipeline Management

• Ensure consistent execution of Drug Hunter’s sales process and commercial strategy across the team.
• Maintain the integrity and accuracy of the team’s pipeline, ensuring opportunities are appropriately qualified, staged, valued, and supported by clear next steps.
• Partner closely with the SVP, Head of Business Development, who retains overall ownership of the commercial pipeline and forecast, and serve as the designated leader for pipeline reviews and sales execution in the SVP’s absence.
• Inspect opportunities at a detailed level to identify deal risk, stalled opportunities, qualification gaps, missing stakeholders, and unclear next steps.
• Ensure representatives conduct appropriate prospect and account research, identify relevant stakeholders, build relationship maps, and develop multi-threaded relationships within accounts.
• Coach representatives on high-quality, personalized prospecting and follow-up communications.
• Reinforce disciplined discovery and qualification practices that uncover customer priorities, business challenges, decision processes, stakeholders, and compelling reasons to act.
• Ensure representatives consistently establish clear, mutually agreed-upon next steps with prospects and customers.
• Drive CRM accuracy, pipeline hygiene, forecast discipline, and consistent opportunity documentation.

Sales Methodology & Commercial Excellence

• Embed Customer Centric Selling principles throughout the sales process, ensuring conversations are centered on customer objectives, challenges, decision criteria, and desired outcomes.
• Apply The Challenger Sale methodology by coaching representatives to bring relevant insight, constructively challenge customer thinking, tailor conversations to stakeholders, and confidently guide the buying process.
• Reinforce consistent sales messaging, discovery practices, qualification standards, and opportunity management across the team.
• Review sales calls, emails, proposals, and opportunity strategies to identify coaching opportunities and improve execution quality.
• Partner with the SVP, Head of Business Development to continuously strengthen Drug Hunter’s sales playbook, training, and commercial best practices.

Cross-Functional Execution

• Partner closely with Revenue Operations to maintain CRM discipline, reporting accuracy, pipeline visibility, and effective sales processes.
• Collaborate with Marketing to improve outbound execution, campaign follow-up, messaging, and lead conversion.
• Coordinate with Application Science and other customer-facing teams to ensure effective discovery, demonstrations, scientific engagement, and follow-up.
• Surface customer feedback, competitive intelligence, and frontline observations to commercial leadership.
• Provide strong frontline sales leadership that enables the SVP, Head of Business Development to maintain appropriate focus on broader commercial strategy, strategic accounts, organizational growth initiatives, and executive-level priorities.

Requirements

Qualifications

• 8+ years of experience in B2B SaaS, enterprise software, technology, or another consultative sales environment.
• 5+ years of direct experience managing, coaching, and developing quota-carrying sales representatives, with demonstrated success developing junior and mid-level sellers.
• Strong experience with Customer Centric Selling and The Challenger Sale, or closely related consultative and insight-led sales methodologies.
• Demonstrated expertise in pipeline management, opportunity inspection, forecasting, qualification, CRM discipline, and sales coaching.
• Proven ability to coach representatives on discovery, prospecting, written communication, stakeholder mapping, multi-threading, negotiation, and closing.
• Experience reviewing sales calls, emails, pipeline data, and individual opportunities to identify execution gaps and coach toward improvement.
• Strong performance-management skills with the ability to establish expectations, provide direct feedback, and hold representatives accountable.
• Excellent communication, organizational, and leadership skills.
• Experience selling into pharmaceutical, biotechnology, life sciences, scientific, or highly technical organizations is strongly preferred.
• Comfortable operating in a fast-moving, high-growth environment where sales processes and commercial strategies continue to evolve.

Success in This Role Looks Like

• Sales representatives receive consistent, high-quality coaching and demonstrate measurable improvement in sales skills and commercial judgment.
• The team’s pipeline is accurate, well-qualified, consistently maintained, and supported by clear next steps.
• Pipeline reviews, opportunity inspections, forecasting, and sales operating rhythms are disciplined and effective.
• Sales representatives execute strong discovery, qualification, stakeholder mapping, prospecting, and follow-up practices.
• Customer Centric Selling and Challenger principles are consistently reflected in how the team sells.

Benefits

Drug Hunter provides industry-leading benefits, including the following:

• Competitive salary, variable compensation, and equity
• Broad range of medical, dental, vision, and life insurance plans for employees and their dependents, including generous coverage for a platinum PPO healthcare plan
• Short-term disability and long-term disability insurance
• Cancer and critical illness coverage
• Up to 14 weeks paid parental leave (after 1 yr tenure) and childcare FSA plan
• 401(k) + employer match
• Home office set up stipend for fully remote employees
• Learning and development support
• Generous and flexible vacation and leave policies