Director of Sales

LighthouseAI provides pharmaceutical state licensing software and services to pharmaceutical manufacturers, wholesale distributors, logistics companies, and pharmacies. The LighthouseAI product suite includes LighthouseAI Intelligence®, which uses artificial intelligence to automate compliance requirement research, and LighthouseAI Management®, which enables ongoing license maintenance. LighthouseAI creates a stress-free and streamlined state licensing experience with support from our expert industry veterans and professional solutions.

Having recently completed a Series A round of funding, LighthouseAI is at an exciting inflection point—scaling our team, expanding our customer base, and deepening our product capabilities. This is a high-impact opportunity to join a fast-growing company and directly shape our commercial growth.

This is a full-time, remote position.

Working Hours: Monday–Friday, 8:00 AM – 4:30 PM ET
Applicant must be legally authorized to work in the United States without sponsorship now or in the future.

Position Overview

The Director of Sales is a senior leader responsible for building, managing, and scaling LighthouseAI’s revenue-generating teams. This individual will directly lead a team of Account Executives (AEs), a Sales Development Representative (SDR) team, and oversee the Customer Success (CS) function to drive new business growth, pipeline development, and customer retention. Reporting to the COO, the Director of Sales will partner with the executive team to define and execute LighthouseAI’s go-to-market strategy, optimize team performance, and position the company for continued growth following our Series A.

Essential Duties and Responsibilities:

Team Leadership & Management

• Directly manage and develop a team of Account Executives, providing coaching, performance feedback, and career development support to drive individual and team quota attainment.
• Lead and oversee the SDR team, setting prospecting targets, outreach strategies, and pipeline contribution goals; ensure strong collaboration between SDRs and AEs through the handoff process.
• Oversee the Customer Success team to ensure high levels of customer satisfaction, product adoption, and retention; partner with CS leadership on renewal strategy, upsell/cross-sell opportunities, and escalation management.
• Recruit, hire, and onboard top sales and CS talent in alignment with post-Series A growth plans as needed.
• Foster a high-performance, inclusive, and collaborative team culture grounded in accountability and continuous improvement.
• Conduct regular 1:1s, team meetings, pipeline reviews, and performance assessments to keep the revenue org aligned and motivated.

Revenue Strategy & Execution

• Own and achieve quarterly and annual revenue targets across new business, expansion, and renewal; hold team accountable to individual and collective KPIs.
• Develop and refine the go-to-market strategy in partnership with the CCO, including target segments, ideal customer profiles, and competitive positioning across pharmaceutical manufacturers, wholesale distributors, logistics companies, and pharmacies.
• Maintain accurate pipeline forecasting and CRM hygiene; deliver reliable revenue reporting to the executive team.
• Partner with Marketing on demand generation campaigns, content, and events that drive qualified pipeline for the AE and SDR teams.
• Collaborate with Product to relay market and customer feedback, influence the product roadmap, and ensure LighthouseAI’s solutions remain competitively differentiated.
• Represent LighthouseAI at industry conferences, trade shows, and networking events to strengthen brand presence and build strategic relationships.

Work Experience Qualifications

• 2+ years of direct people management experience leading Account Executives, SDR teams, and/or Customer Success teams in a SaaS or technology company.
• B2B sales experience, with a proven track record of consistently meeting or exceeding quota.
• Demonstrated ability to coach, develop, and retain high-performing sales and CS talent across varying experience levels.
• Demonstrated success selling SaaS, compliance software, or technology solutions into complex enterprise environments.
• Experience managing long sales cycles (3–12+ months) and navigating multi-stakeholder buying committees.
• Experience in or strong familiarity with the pharmaceutical, life sciences, biotech, or healthcare regulatory industry is strongly preferred.
• Proven track record of building and scaling revenue teams in a startup or high-growth company environment.

Other Qualifications

• Proficiency with CRM platforms (e.g., Salesforce, HubSpot) and modern sales engagement tools.
• Microsoft Office suite competency including Excel, Word, and PowerPoint.
• Exceptional communication, coaching, and presentation skills; able to inspire a team while also engaging credibly with executive-level prospects and customers.
• Strong analytical and forecasting skills; comfortable building and interpreting revenue reports, conversion metrics, and team performance dashboards.
• High attention to detail and commitment to accuracy in proposals, contracts, and forecasting.
• Self-motivated leader who can operate independently in a remote environment while keeping distributed teams aligned and accountable.
• Collaborative partner who works effectively across Sales, Product, Marketing, and Customer Success to drive company-wide revenue goals.

 Compensation 

• Base Pay:  $140,000 – $160,000 annually (commensurate with experience)
• Performance-based Bonus: Targeted OTE of $180,000 - $210,000

Benefits:

• Health, Dental, and Vision Insurance
• Short-Term Disability (STD), Long-Term Disability (LTD), and Life Insurance
• 401(k)
• PTO and Paid Holidays