Solutions Sales Director

Job Description

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

Who You Aren’t

Pandologic. Keywords : Sales Director, Location : New York, NY - 10060