Head of Sales

Job Description

Drug Hunter is a B2B scientific intelligence platform for biotech/pharma R&D scientists that empowers them to discover the medicines of the future. We serve most of the top global biotech & pharma companies including Dow 30 and S&P500 companies. We’re a mission-driven, product-focused company backed by top-tier investors and trusted by the world’s leading R&D organizations.

The Head of Sales is a senior commercial leader responsible for sales strategy and execution at Drug Hunter. This role owns new business bookings, renewals, expansions, and forecast accuracy, and co-authors company strategy related to market focus, pricing approach, and go-to-market design.

As a core member of the leadership team, the VP of Sales represents the voice of the customer and the market in enterprise decision-making. This leader builds a scalable sales organization, shapes commercial systems, and ensures revenue growth is efficient, predictable, and aligned with long-term company value, leading through structure, process, judgment, and leverage. Significant domestic and international travel is required (50%+).

Key Responsibilities:

Revenue Strategy & Ownership

• Own company-wide sales targets, including bookings, renewals, and expansion revenue.
• Define sales strategy by segment, geography, and customer profile.
• Partner with executive leadership on annual and multi-year revenue planning.
• Establish forecasting discipline and ensure accuracy and accountability.

Sales Organization Leadership

• Build, lead, and scale a high-performing sales organization, including frontline managers and senior individual contributors.
• Define sales roles, territories, capacity models, and hiring plans.
• Set performance standards and drive consistent execution through coaching and accountability.
• Develop leadership bench and succession plans.
• Partner closely with Finance on forecasting, scenario planning, and board-level reporting.

Market & Customer Leadership

• Serve as the executive voice of the customer, bringing structured market intelligence into leadership discussions.
• Build senior relationships with strategic customers, partners, and industry stakeholders.
• Expand Drug Hunter’s market influence through executive-level engagement, partnerships, and selective thought leadership.
• Ensure customer insight is systematized and shared across the organization to influence product roadmap, overall growth strategy, and company strategy.

Cross-Functional Integration

• Operate as a trusted collaborator to Product, Marketing, Science, and Finance in setting enterprise priorities and executing on cross-functional initiatives.
• Shape pricing, packaging, and product roadmap decisions around customer value and sales execution.
• Translate CEO- and board-level priorities into clear, executable field strategy.

Operational Excellence

• Establish rigorous pipeline management, forecasting discipline, and operating cadence.
• Own sales KPIs, dashboards, and performance management systems.
• Continuously improve win rates, deal velocity, retention, and sales productivity.

Requirements

• 12–18+ years of experience in B2B enterprise sales, including management and leadership roles with team development, revenue and strategy ownership.
• Proven track record scaling sales organizations in growth-stage SaaS, data, content, or related subscription businesses.
• Deep experience selling into biotech, pharma, or scientific R&D organizations.
• Strong commercial judgment and financial acumen; comfortable with P&L-level thinking.
• Executive presence with customers, partners, investors, and internal stakeholders.
• Able to operate calmly under pressure and ambiguity, setting tone for the organization.

Benefits

• Competitive salary, variable compensation, and equity
• Broad range of medical, dental, vision, and life insurance plans for employees and their dependents, including generous coverage for a platinum PPO healthcare plan
• Short-term disability and long-term disability insurance
• Cancer and critical illness coverage
• Up to 12 weeks paid parental leave (after 1 yr tenure) and childcare FSA plan
• 401(k) + employer match (3-5%)
• Home office set up stipend for fully remote employees
• Learning and development support
• Generous and flexible vacation and leave policies