Director of Sales, Enterprise

Dot Compliance; Arizona; On-site; USD 180,000 - 280,000; Full time

Job summary

Dot Compliance in the United States is seeking a results-driven Director of Sales, Enterprise, to lead our North American enterprise sales effort for a fast-growing SaaS platform serving Life Sciences. You will build and execute strategic plans, manage an Account Executive team, and drive new ARR growth across large pharma, biotech, and medical device accounts.

You are a hands-on leader adept at navigating complex buying cycles, engaging with C-level stakeholders, and closing high-value deals.

Qualifications

• 8 years of experience in B2B SaaS sales focused on Enterprise accounts.
• 3 years in management or leadership roles, leading Account Executives.
• Proven track record of achieving enterprise sales targets in NA and Global markets.
• Experience selling SaaS into Life Sciences, Quality Management, Compliance, or other regulated industries.
• Understanding global regulatory and compliance pain points (FDA, EMA, GxP).
• Strong understanding of complex enterprise sales cycles with multi-stakeholder selling.
• Ability to engage with C-level executives translating tech into business value.
• Hands-on leadership guiding sales through qualification to closing.
• Strong skills in forecasting, pipeline management, and sales metrics.
• Thrives in dynamic fast-growing environment; ET hours.

Responsibilities

• Own and execute the North American enterprise sales plan to drive revenue growth.
• Develop and implement structured sales approaches for complex buying cycles.
• Lead, mentor, and develop a team of Account Executives.
• Support with deal strategy, negotiations, and closing of strategic opportunities.
• Build relationships with senior executives and stakeholders across large accounts.
• Maintain a healthy enterprise sales pipeline and monitor key metrics.
• Identify and pursue new enterprise opportunities across North America.
• Partner with Marketing, Product, CS, and Revenue Ops to align GTM initiatives.
• Drive accurate revenue forecasting and strategic pipeline reviews.

Skills

Enterprise SaaS sales

Leadership

Forecasting

Stakeholder engagement

Tools

Salesforce

Job description

About Dot Compliance

Dot Compliance is a leading provider of cloud-based Quality and Compliance Management solutions for the Life Sciences industry. Built on Salesforce, our innovative SaaS platform helps pharmaceutical, biotechnology, and medical device companies streamline and transform their quality and compliance processes.

We are a growing, innovative software company on a mission to change how regulated Life Sciences organizations manage quality and compliance worldwide.

About the Role

We are seeking an experienced, results-driven Director of Sales, Enterprise to lead and grow our enterprise sales business across North America.

In this role, you will be responsible for driving new business revenue within the Enterprise segment across North America, developing and executing strategic sales plans, and leading a team of Account Executives to consistently achieve ambitious revenue targets.

You are a hands-on sales leader who thrives in a fast-paced, high-growth SaaS environment. You bring deep experience navigating complex enterprise sales cycles, building relationships with senior decision-makers, and successfully closing high-value deals involving multiple stakeholders.

You will work closely with senior leadership and cross-functional teams to strengthen our enterprise sales capabilities, expand our presence within large Life Sciences organizations, and build a predictable, scalable enterprise revenue engine across North America.

Key Responsibilities

• Enterprise Revenue Growth: Own and execute the North American enterprise sales plan to achieve new business ARR targets, expand market share, and drive sustainable revenue growth across strategic enterprise accounts.
• Enterprise Sales Strategy: Develop and implement structured sales approaches tailored to complex enterprise buying cycles, including account planning, opportunity qualification, stakeholder mapping, and deal execution.
• Team Leadership & Coaching: Lead, mentor, and develop a team of Account Executives. Provide hands-on coaching, performance management, and support throughout the sales process to consistently achieve revenue targets.
• Strategic Deal Management: Actively participate in complex, high-value sales opportunities, supporting the team with deal strategy, executive engagement, negotiations, procurement processes, and closing.
• Executive Relationship Building: Establish and strengthen relationships with senior executives and key stakeholders within large pharmaceutical, biotechnology, and medical device organizations across the US and Canada.
• Pipeline & Sales Performance: Build and maintain a healthy enterprise sales pipeline, monitor key performance metrics, and identify opportunities to improve win rates, deal progression, and overall sales effectiveness.
• Market Development: Identify and pursue new enterprise opportunities across North America, developing targeted account strategies and strengthening Dot Compliance’s positioning within the Life Sciences industry.
• Cross-Functional Collaboration: Partner closely with Marketing, Product, Customer Success, Solutions Engineering, and Revenue Operations to align enterprise go-to-market initiatives, support complex customer requirements, and deliver effective sales execution.
• Forecasting & Reporting: Drive accurate revenue forecasting, strategic pipeline reviews, and sales reporting, providing senior leadership with clear visibility into opportunities, risks, and expected revenue performance.

What We’re Looking For

• 8 years of experience in B2B SaaS sales focused on Enterprise accounts
• 3 years in management or leadership roles, leading, managing, and coaching Account Executives, including supporting strategic deal execution and performance development.
• Proven track record of achieving and exceeding enterprise sales targets within the North American and Global markets, with demonstrated success closing complex, high-value SaaS deals.
• Experience selling SaaS solutions into Life Sciences, Quality Management, Compliance, or other highly regulated industries.
• Possessing a strong understanding of how international pharmaceutical, biotech, and medical device companies operate, including their global regulatory and compliance pain points (e.g., FDA, EMA, GxP).
• Strong understanding of complex enterprise sales cycles, including multi-stakeholder decision-making, executive-level selling, procurement, and contract negotiations.
• Well-developed business acumen and the ability to engage effectively with C-level executives and senior decision-makers, translating technical capabilities into measurable business value.
• Hands-on leadership style, with the ability to guide sales teams through qualification, discovery, value-based selling, negotiation, and closing.
• Strong analytical skills and experience with revenue forecasting, pipeline management, and sales performance metrics.
• Ability to thrive in a dynamic, fast-growing environment, balancing strategic thinking with hands-on sales execution.
• Availability to work primarily Eastern Time (ET) hours is required to effectively collaborate with internal teams.

Great Attributes

• Experience selling Quality Management Systems (QMS), or other compliance software.
• Experience scaling enterprise sales teams and processes within early-to-mid-stage SaaS companies.
• Familiarity with Salesforce-native SaaS products and go-to-market environments.

Thank you for your interest in joining us. We sincerely appreciate the time and effort involved in every application. Due to the volume of interest, only candidates selected to move forward will be contacted, and we may not be able to respond to each applicant individually.

Dot Compliance is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.