Lighthouse Lab Services

Sales Director

Lighthouse Lab Services

full-time

Posted on:

Location Type: Remote

Location: Remote • Alabama, Florida, Kentucky, Mississippi, North Carolina, South Carolina, Tennessee, Virginia, West Virginia • 🇺🇸 United States

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Salary

💰 $180,000 - $200,000 per year

Job Level

Lead

About the role

  • Build, coach, and develop a high-performing team while leading all core people-management responsibilities (hiring, onboarding, evaluations, coaching, corrective action, timecards, PTO)
  • Manage and report team performance using key metrics, ensuring accountability to quality and operational standards
  • Identify training needs and drive continuous improvement by developing team skills and optimizing processes
  • Foster a culture of teamwork and trust while maintaining open communication with leadership on morale, feedback, challenges, and opportunities
  • Lead daily sales execution across all service lines with accountability for quarterly and annual revenue targets
  • Convert growth goals into clear activity plans, territory focus, and weekly execution rhythms
  • Partner with the CRO on forecasting accuracy, pipeline health, and prioritization of high-value opportunities
  • Ensure strong execution of inbound lead handling, outbound prospecting, competitive takeovers, and pipeline advancement
  • Reinforce standardized sales processes for qualification, discovery, proposals, and closing
  • Conduct weekly pipeline reviews, call coaching, and activity/performance assessments
  • Ensure CRM accuracy and consistent use of AI initiatives, workflows and reporting
  • Improve lead response time, qualification, and follow-up quality for inbound opportunities
  • Develop outbound strategies aligned to key growth lines of business
  • Collaborate with Marketing on targeting, messaging, and campaign alignment
  • Create momentum by balancing inbound demand with proactive outbound pursuit of strategic accounts and competitive targets
  • Partner closely with Lighthouse leadership and department heads (Sales, Operations, Marketing, Finance) to align customer engagement, pipeline development, and go-to-market strategies
  • Engage directly in high-value customer interactions — including calls, demos, presentations, and negotiations — to deepen relationships and accelerate revenue opportunities
  • Monitor customer insights, competitive dynamics, market trends, and emerging opportunities to inform strategy and support geographic or segment expansion
  • Provide weekly updates to leadership on pipeline performance, risks, competitive insights, and recommended actions

Requirements

  • Bachelor’s degree in Business, Sales, Marketing, or related field required
  • Master’s degree preferred but not required
  • 7–10+ years of progressive B2B sales experience, preferably in healthcare, instrument sales and services, life sciences, diagnostics, lab services, or technical service sales
  • 5+ years leading a sales team with proven success in driving outbound and inbound sales performance
  • Demonstrated success achieving or exceeding revenue targets in a growth-focused environment
  • Experience implementing structured sales processes (MEDDIC, Challenger, SPIN, Solution Selling, etc.)
  • Strong experience in territory expansion and new-market penetration
  • NetSuite experience, preferred
  • Proven ability to drive sales execution, meet revenue goals, and deliver consistent pipeline growth
  • Hands-on manager with strong coaching, development, and performance management skills
  • Strong understanding of inbound/outbound sales motions and how to optimize both simultaneously
  • Excellent ability to assess rep skill level and drive continuous improvement
  • Strong command of CRM systems and sales performance analytics
  • Ability to build structured outbound strategies aligned with company growth goals
  • Strong problem-solving, negotiation, and deal-management capabilities
  • Excellent communication and relationship-building skills with customers and internal stakeholders
  • Data-driven mindset with the ability to interpret KPIs and adjust strategy/execution accordingly
  • High accountability, follow-through, and operational discipline
  • Ability to lead through change in a fast-paced, growth-oriented environment
Benefits
  • Medical, dental, and vision coverage
  • 15 PTO days + 10 holidays
  • 401(k) with up to 4% company match
  • Company-paid life and disability insurance
  • Paid Volunteer Time Off
  • Partially paid medical and parental leave

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
B2B salessales performance analyticsstructured sales processesterritory expansionnew-market penetrationrevenue targetspipeline growthoutbound strategiesinbound salescustomer engagement
Soft skills
coachingdevelopmentperformance managementproblem-solvingnegotiationrelationship-buildingcommunicationaccountabilityoperational disciplineadaptability