Director of Sales, Enterprise at Dot Compliance
United Kingdom
<h2 class="editor-heading-h2"><b><strong class="editor-text-bold" style="white-space: pre-wrap;">About Dot Compliance</strong></b></h2><p class="editor-paragraph"><br></p><p class="editor-paragraph"><span style="white-space: pre-wrap;">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.</span></p><p class="editor-paragraph"><span style="white-space: pre-wrap;">We are a growing, innovative software company on a mission to change how regulated Life Sciences organizations manage quality and compliance worldwide.</span></p><p class="editor-paragraph"><br></p><h2 class="editor-heading-h2"><b><strong class="editor-text-bold" style="white-space: pre-wrap;">About the Role</strong></b></h2><p class="editor-paragraph"><br></p><p class="editor-paragraph"><span style="white-space: pre-wrap;">We are seeking an experienced, results-driven </span><b><strong class="editor-text-bold" style="white-space: pre-wrap;">Director of Sales, Enterprise</strong></b><span style="white-space: pre-wrap;"> to lead and grow our enterprise sales business across North America.</span></p><p class="editor-paragraph"><span style="white-space: pre-wrap;">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.</span></p><p class="editor-paragraph"><span style="white-space: pre-wrap;">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.</span></p><p class="editor-paragraph"><span style="white-space: pre-wrap;">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.</span></p><p class="editor-paragraph"><br></p><h2 class="editor-heading-h2"><b><strong class="editor-text-bold" style="white-space: pre-wrap;">Key Responsibilities</strong></b></h2><p class="editor-paragraph"><br></p><ul class="editor-list-ul"><li value="1" class="editor-listitem"><b><strong class="editor-text-bold" style="white-space: pre-wrap;">Enterprise Revenue Growth:</strong></b><span style="white-space: pre-wrap;"> 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.</span></li><li value="2" class="editor-listitem"><b><strong class="editor-text-bold" style="white-space: pre-wrap;">Enterprise Sales Strategy:</strong></b><span style="white-space: pre-wrap;"> Develop and implement structured sales approaches tailored to complex enterprise buying cycles, including account planning, opportunity qualification, stakeholder mapping, and deal execution.</span></li><li value="3" class="editor-listitem"><b><strong class="editor-text-bold" style="white-space: pre-wrap;">Team Leadership & Coaching:</strong></b><span style="white-space: pre-wrap;"> 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.</span></li><li value="4" class="editor-listitem"><b><strong class="editor-text-bold" style="white-space: pre-wrap;">Strategic Deal Management:</strong></b><span style="white-space: pre-wrap;"> Actively participate in complex, high-value sales opportunities, supporting the team with deal strategy, executive engagement, negotiations, procurement processes, and closing.</span></li><li value="5" class="editor-listitem"><b><strong class="editor-text-bold" style="white-space: pre-wrap;">Executive Relationship Building:</strong></b><span style="white-space: pre-wrap;"> Establish and strengthen relationships with senior executives and key stakeholders within large pharmaceutical, biotechnology, and medical device organizations across the US and Canada.</span></li><li value="6" class="editor-listitem"><b><strong class="editor-text-bold" style="white-space: pre-wrap;">Pipeline & Sales Performance:</strong></b><span style="white-space: pre-wrap;"> 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.</span></li><li value="7" class="editor-listitem"><b><strong class="editor-text-bold" style="white-space: pre-wrap;">Market Development:</strong></b><span style="white-space: pre-wrap;"> Identify and pursue new enterprise opportunities across North America, developing targeted account strategies and strengthening Dot Compliance's positioning within the Life Sciences industry.</span></li><li value="8" class="editor-listitem"><b><strong class="editor-text-bold" style="white-space: pre-wrap;">Cross-Functional Collaboration:</strong></b><span style="white-space: pre-wrap;"> 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.</span></li><li value="9" class="editor-listitem"><b><strong class="editor-text-bold" style="white-space: pre-wrap;">Forecasting & Reporting:</strong></b><span style="white-space: pre-wrap;"> Drive accurate revenue forecasting, strategic pipeline reviews, and sales reporting, providing senior leadership with clear visibility into opportunities, risks, and expected revenue performance.</span></li></ul><h2 class="editor-heading-h2"><br></h2> <br><h3>Requirements</h3> <h2 class="editor-heading-h2"><b><strong class="editor-text-bold" style="white-space: pre-wrap;">What We're Looking For</strong></b></h2><p class="editor-paragraph"><br></p><ul class="editor-list-ul"><li value="1" class="editor-listitem"><span style="white-space: pre-wrap;">8+ years of experience in B2B SaaS sales focused on Enterprise accounts</span></li><li value="2" class="editor-listitem"><span style="white-space: pre-wrap;">3+ years in management or leadership roles, leading, managing, and coaching Account Executives, including supporting strategic deal execution and performance development.</span></li><li value="3" class="editor-listitem"><span style="white-space: pre-wrap;">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.</span></li><li value="4" class="editor-listitem"><span style="white-space: pre-wrap;">Experience selling SaaS solutions into Life Sciences, Quality Management, Compliance, or other highly regulated industries. </span></li><li value="5" class="editor-listitem"><span style="white-space: pre-wrap;">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). </span></li><li value="6" class="editor-listitem"><span style="white-space: pre-wrap;">Strong understanding of complex enterprise sales cycles, including multi-stakeholder decision-making, executive-level selling, procurement, and contract negotiations.</span></li><li value="7" class="editor-listitem"><span style="white-space: pre-wrap;">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.</span></li><li value="8" class="editor-listitem"><span style="white-space: pre-wrap;">Hands-on leadership style, with the ability to guide sales teams through qualification, discovery, value-based selling, negotiation, and closing.</span></li><li value="9" class="editor-listitem"><span style="white-space: pre-wrap;">Strong analytical skills and experience with revenue forecasting, pipeline management, and sales performance metrics.</span></li><li value="10" class="editor-listitem"><span style="white-space: pre-wrap;">Ability to thrive in a dynamic, fast-growing environment, balancing strategic thinking with hands-on sales execution.</span></li><li value="11" class="editor-listitem"><span style="white-space: pre-wrap;">Availability to work primarily Eastern Time (ET) hours is required to effectively collaborate with internal teams.</span></li></ul><p class="editor-paragraph"><br></p><h2 class="editor-heading-h2"><b><strong class="editor-text-bold" style="white-space: pre-wrap;">Great Attributes</strong></b></h2><ul class="editor-list-ul"><li value="1" class="editor-listitem"><span style="white-space: pre-wrap;">Experience selling Quality Management Systems (QMS), or other compliance software.</span></li><li value="2" class="editor-listitem"><span style="white-space: pre-wrap;">Experience scaling enterprise sales teams and processes within early-to-mid-stage SaaS companies.</span></li><li value="3" class="editor-listitem"><span style="white-space: pre-wrap;">Familiarity with Salesforce-native SaaS products and go-to-market environments.</span></li></ul><p class="editor-paragraph"><br></p><p class="editor-paragraph"><span style="white-space: pre-wrap;">.</span></p><p class="editor-paragraph"><span style="white-space: pre-wrap;">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.</span></p><p class="editor-paragraph"><span style="white-space: pre-wrap;">.</span></p><p class="editor-paragraph"><i><em class="editor-text-italic" style="white-space: pre-wrap;">Dot Compliance is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.</em></i></p> <br><h3>A+ if you meet these requirements</h3> null
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