Director of Sales

LighthouseAI

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.

Posted 5/8/2026full-timeRemote • 🇺🇸 United StatesLead💰 $140,000 - $160,000 per yearWebsite

About the role

Key responsibilities & impact

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

What you’ll need

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

Comp & perks

Health, Dental, and Vision Insurance
Short-Term Disability (STD), Long-Term Disability (LTD), and Life Insurance
401(k)
PTO and Paid Holidays

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

B2B salesquota attainmentpipeline forecastingCRM hygienego-to-market strategydemand generationSaaS salescompliance softwarerevenue reportingcustomer feedback

Soft Skills

coachingperformance feedbackcareer developmentcollaborationteam cultureaccountabilitycontinuous improvementmotivationstrategic relationshipspeople management