Solutions Sales Director

Role Overview

We are seeking a disciplined enterprise sales professional with a proven record of delivering net-new ARR in regulated industries. This role requires someone who approaches sales with a methodical process, can navigate complex compliance-driven buying cycles, and consistently executes against structured revenue goals.

Key Responsibilities

• Deliver $2.5M+ new ARR annually, focusing exclusively on net-new logo acquisition.
• Manage 6–12 month enterprise sales cycles, balancing velocity deals ($250K–$350K ACV) with strategic $1M+ opportunities.
• Apply structured frameworks (MEDDICC, Challenger) to quantify ROI and present data-driven business cases to executive buyers (CFO, QA, RA, EHS, MES, PLM).
• Maintain strict deal margin discipline (historical discounting ≤12%).
• Lead compliance-driven sales conversations involving FDA audits, ISO 13485, 21 CFR Part 11, and GxP requirements.
• Collaborate within a pod model (SEs, SMEs, CSMs) to ensure precise execution and seamless handoff for expansion.
• Protect pipeline integrity through accurate forecasting and detailed reporting.

Qualifications

✅ 10+ years of enterprise SaaS sales into regulated industries (pharma, biotech, med device, manufacturing). ✅ Consistent achievement of $2–3M+ annual net-new ARR quotas. ✅ Skilled in managing 12–18 month complex deal cycles with multiple stakeholders. ✅ Proven ability to engage with compliance, audit, and risk management stakeholders. ✅ Methodical approach to sales execution, supported by evidence-based ROI selling. ✅ Experience in team-based selling environments with clear accountability.

Who You Are

• Persistent and efficient: you eliminate waste, focus on measurable outcomes, and prioritize accuracy.
• Structured and data-driven: you rely on evidence and frameworks, not vague promises.
• Independent yet collaborative: capable of driving deals autonomously while leveraging pod resources when required.
• Disciplined closer: you follow process rigorously, maintain margin control, and consistently achieve targets.

Who You Aren’t

🚫 Not transactional (chasing $30K–$50K SaaS deals). 🚫 Not a farmer (upsell/renewal-only focus). 🚫 Not dependent on unstructured, emotional selling tactics.

Why This Role

• Clear quota and performance expectations.
• Exposure to compliance-heavy, mission-critical industries.
• Pod structure designed for efficiency, accuracy, and predictable execution.
• Compensation model rewarding measurable new business impact.