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.

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