Director of Sales
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Job Description
Director of Sales at LighthouseAI responsible for managing revenue-generating teams. Leading sales strategy and team performance to drive growth in the pharmaceutical compliance software sector.
Responsibilities:
- Directly manage and develop a team of Account Executives, providing coaching, performance feedback, and career development support to drive individual and team quota attainment
- Lead and oversee the SDR team, setting prospecting targets, outreach strategies, and pipeline contribution goals; ensure strong collaboration between SDRs and AEs through the handoff process
- Oversee the Customer Success team to ensure high levels of customer satisfaction, product adoption, and retention; partner with CS leadership on renewal strategy, upsell/cross-sell opportunities, and escalation management
- Recruit, hire, and onboard top sales and CS talent in alignment with post-Series A growth plans as needed
- Foster a high-performance, inclusive, and collaborative team culture grounded in accountability and continuous improvement
- Conduct regular 1:1s, team meetings, pipeline reviews, and performance assessments to keep the revenue org aligned and motivated
- Own and achieve quarterly and annual revenue targets across new business, expansion, and renewal; hold team accountable to individual and collective KPIs
- Develop and refine the go-to-market strategy in partnership with the CCO, including target segments, ideal customer profiles, and competitive positioning across pharmaceutical manufacturers, wholesale distributors, logistics companies, and pharmacies
- Maintain accurate pipeline forecasting and CRM hygiene; deliver reliable revenue reporting to the executive team
- Partner with Marketing on demand generation campaigns, content, and events that drive qualified pipeline for the AE and SDR teams
- Collaborate with Product to relay market and customer feedback, influence the product roadmap, and ensure LighthouseAI’s solutions remain competitively differentiated
- Represent LighthouseAI at industry conferences, trade shows, and networking events to strengthen brand presence and build strategic relationships
Requirements:
- 2+ years of direct people management experience leading Account Executives, SDR teams, and/or Customer Success teams in a SaaS or technology company
- B2B sales experience, with a proven track record of consistently meeting or exceeding quota
- Demonstrated ability to coach, develop, and retain high-performing sales and CS talent across varying experience levels
- Demonstrated success selling SaaS, compliance software, or technology solutions into complex enterprise environments
- Experience managing long sales cycles (3–12+ months) and navigating multi-stakeholder buying committees
- Experience in or strong familiarity with the pharmaceutical, life sciences, biotech, or healthcare regulatory industry is strongly preferred
- Proven track record of building and scaling revenue teams in a startup or high-growth company environment
Benefits:
- Health, Dental, and Vision Insurance
- Short-Term Disability (STD), Long-Term Disability (LTD), and Life Insurance
- 401(k)
- PTO and Paid Holidays
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