Sales Head - B2B | Life Sciences SaaS

Role Overview:

We are looking for an accomplished Sales Head B2B with 12+ years of experience in enterprise software sales, with a strong track record of driving revenue growth, building high-performing sales teams, and selling complex SaaS / enterprise technology solutions to large organizations.

The ideal candidate should have deep understanding of the Pharmaceutical, Biotechnology, Medical Devices, or regulated Life Sciences industry and experience managing complex enterprise sales cycles involving multiple stakeholders across business, quality, IT, manufacturing, validation, regulatory and operations functions.

Key Responsibilities:

- Own the overall enterprise sales strategy and revenue growth for the organization, with a strong focus on acquiring new enterprise customers and expanding existing accounts.

- Build, manage, mentor and develop high-performing B2B sales teams and establish effective sales processes, targets, forecasting and pipeline management.

- Drive the complete enterprise sales lifecycle from prospecting and opportunity identification through solution positioning, demonstrations, negotiations, commercial closure and account expansion.

- Build strong relationships with C-suite, CXO and senior business and technology stakeholders and act as a trusted advisor throughout the buying journey.

- Develop strategic account plans, identify whitespace opportunities and drive cross-sell and up-sell initiatives.

- Collaborate closely with product, pre-sales, implementation, customer success and leadership teams to ensure strong customer engagement and successful deal closure.

Industry & Solution Expertise:

- The candidate should have demonstrated experience selling SaaS / enterprise software solutions into regulated Life Sciences organizations.

- Experience with Validation, Quality Management Systems (QMS), Manufacturing Execution Systems (MES), Compliance, Manufacturing, Regulatory or other Life Sciences technology platforms is highly preferred.

- Strong understanding of GxP requirements, computer system validation (CSV), quality processes, regulated manufacturing environments and compliance requirements is essential.

- The candidate should be able to understand customer pain points and translate them into compelling technology and business-value propositions.

Enterprise Sales Skills:

- Strong experience managing long and complex enterprise sales cycles involving multiple decision-makers and buying centers.

- Ability to engage and influence stakeholders across Business, Quality, IT, Manufacturing, Operations, Regulatory, Compliance and Procurement.

- Excellent consultative selling, negotiation, presentation, commercial and stakeholder-management skills.

- Strong executive presence with the ability to communicate business value, ROI, transformation benefits and technology propositions to senior leadership.

Key Result Areas (KRAs):

- Achieve and exceed annual revenue and sales targets.

- Build a strong and predictable enterprise sales pipeline.

- Drive new customer acquisition across Pharma and Life Sciences.

- Increase account revenue through cross-sell and up-sell opportunities.

- Improve sales conversion and enterprise deal closure rates.

- Build and develop a high-performing B2B sales team.

- Establish strong CXO and senior stakeholder relationships.

- Successfully close complex, high-value SaaS / enterprise software deals.

- Maintain accurate sales forecasts and pipeline governance.

- Expand presence across strategic Life Sciences accounts and markets.

Mandatory Requirements:

- 12+ years of enterprise software / B2B sales experience.

- Proven success in driving revenue growth and achieving sales targets.

- Experience managing and developing sales teams in a leadership role.

- Strong experience selling complex SaaS / enterprise software solutions.

- Proven experience selling to Pharma, Biotechnology, Medical Devices or regulated Life Sciences organizations.

- Experience managing long, multi-stakeholder enterprise sales cycles.

- Strong C-suite and senior executive relationship management experience.

- Experience selling Validation, QMS, MES, Manufacturing, Compliance or Life Sciences software solutions.

- Strong understanding of GxP and validation processes.

Education:

- Bachelors degree in Business, Technology, Engineering, Life Sciences, Pharmacy, Management or a related discipline.

- MBA/PGDM in Sales, Marketing or Business Management will be an advantage.