Job Title: Director of Sales
On behalf of our client, KEY Solutions, we are seeking an experienced Director of Sales to lead and grow its enterprise sales function. This is a remote opportunity for a hands-on sales leader who can develop sales strategy, build and coach a high-performing team, and personally close strategic enterprise deals.
About the Company
KEY Solutions (Key Software Solutions, Inc.) is a research compliance software company based in Fremont, California. Its proprietary SaaS platform, eProtocol, supports IRB, IACUC, IBC, grants management, and research administration. The company serves research universities, academic medical centers, hospitals, biotechnology and pharmaceutical organizations, government research agencies, and other research institutions.
Key Responsibilities
- Lead, recruit, onboard, and develop the enterprise sales team.
- Develop and execute enterprise sales strategies, territory plans, account plans, and pipeline generation initiatives.
- Personally manage and close strategic, high-value enterprise deals.
- Build a self-sourced sales pipeline without relying heavily on inbound leads or SDR support.
- Establish a repeatable sales process, accurate forecasting, and strong deal qualification practices using MEDDPICC or an equivalent methodology.
- Use data and analytics to identify potential clients, sales opportunities, and buying signals within target organizations.
- Sell the company's software platform and relevant services based on client requirements.
- Partner with executive leadership on go-to-market strategy, pricing, competitive positioning, and future hiring plans.
- Oversee sales hiring, candidate screening, onboarding, coaching, and performance management.
Required Qualifications
- Proven experience leading enterprise sales teams selling complex software or technology solutions through long, consultative sales cycles.
- Demonstrated success as both a sales leader and an individual contributor who personally manages and closes deals.
- Documented sales performance, including revenue generated, significant deals closed, and quota attainment.
- Strong experience building and managing a self-generated sales pipeline.
- Excellent understanding of enterprise sales strategy, deal qualification, forecasting, and sales process development.
- Strong analytical skills and the ability to use data to identify and develop new business opportunities.
- Technical aptitude and the ability to quickly learn complex software platforms and regulated industries.
- Strong leadership, coaching, communication, and decision-making skills, with the ability to operate independently.
Preferred Industry Experience
- Research compliance software, including IRB, IACUC, IBC, grants management, or research administration.
- Enterprise SaaS sales into universities, academic medical centers, hospitals, biotechnology, pharmaceutical companies, government research agencies, or research institutions.
- Experience in regulated industries such as life sciences, healthcare compliance, regulatory affairs, quality management, governance, risk and compliance (GRC), clinical software, or audit solutions.
Candidates with strong enterprise sales leadership and technology experience from adjacent industries will also be considered.
Compensation and Location
- Base Salary: $155,000–$185,000, depending on experience.
- Incentives: Uncapped variable compensation plus a team revenue override.
- Location: Remote within the United States.
- Travel: Periodic travel to trade shows, conferences, and client meetings.
Ideal Candidate
The ideal candidate is a hands-on, results-driven sales leader who can build a disciplined enterprise sales organization, generate new business, close complex deals, and improve team performance through coaching, accountability, and data-driven decision-making.