Sales Director

Lighthouse Lab Services is currently looking for a Sales Director to join our team. The Sales Director is responsible for driving predictable, scalable revenue growth by leading and developing the Company’s Sales team ensuring strong execution and consistent accountability to results. This role manages all inbound and outbound sales representatives, ensuring high-quality pipeline development, and strong customer engagement across all Lines of Business.

The Sales Director plays a hands-on role in day-to-day deal management, opportunity qualification, outbound strategy execution, competitive takeovers, and new-market engagement. This leader develops talent, reinforces process excellence, and ensures that every sales representative has the tools, direction, and feedback needed to consistently meet or exceed revenue goals.

Reports directly to the CRO, the Sales Director collaborates with cross-functional teams to align execution with organizational strategy, supports revenue growth targets, and contributes to a clearer, more focused go-to-market motion that maximizes both inbound and outbound opportunity generation.

The Role You'll Play:

Supervisory Responsibilities (BE EPIC)

• Execute: Build, coach, and develop a high-performing team while leading all core people-management responsibilities (hiring, onboarding, evaluations, coaching, corrective action, timecards, PTO).
• Perform: Manage and report team performance using key metrics, ensuring accountability to quality and operational standards.
• Innovate: Identify training needs and drive continuous improvement by developing team skills and optimizing processes.
• Collaborate: Foster a culture of teamwork and trust while maintaining open communication with leadership on morale, feedback, challenges, and opportunities.

Strategic Leadership & Revenue Ownership

• Lead daily sales execution across all service lines with accountability for quarterly and annual revenue targets.
• Convert growth goals into clear activity plans, territory focus, and weekly execution rhythms.
• Partner with the CRO on forecasting accuracy, pipeline health, and prioritization of high-value opportunities.

Sales Process & Execution Excellence

• Ensure strong execution of inbound lead handling, outbound prospecting, competitive takeovers, and pipeline advancement.
• Reinforce standardized sales processes for qualification, discovery, proposals, and closing.
• Conduct weekly pipeline reviews, call coaching, and activity/performance assessments.
• Ensure CRM accuracy and consistent use of AI initiatives, workflows and reporting.

Inbound & Outbound Sales Optimization

• Improve lead response time, qualification, and follow-up quality for inbound opportunities.
• Develop outbound strategies aligned to key growth lines of business.
• Collaborate with Marketing on targeting, messaging, and campaign alignment.
• Create momentum by balancing inbound demand with proactive outbound pursuit of strategic accounts and competitive targets.
• Travels up to 50% of the time to meet with sales team members and customers.

Customer, Market, & Cross-Functional Engagement

• Partner closely with Lighthouse leadership and department heads (Sales, Operations, Marketing, Finance) to align customer engagement, pipeline development, and go-to-market strategies.
• Engage directly in high-value customer interactions — including calls, demos, presentations, and negotiations — to deepen relationships and accelerate revenue opportunities.
• Monitor customer insights, competitive dynamics, market trends, and emerging opportunities to inform strategy and support geographic or segment expansion.
• Provide weekly updates to leadership on pipeline performance, risks, competitive insights, and recommended actions.

What We're Looking For:

• Bachelor’s degree in Business, Sales, Marketing, or related field required. Master’s degree preferred but not required.
• 7–10+ years of progressive B2B sales experience, preferably in healthcare, instrument sales and services, life sciences, diagnostics, lab services, or technical service sales. 5+ years leading a sales team with proven success in driving outbound and inbound sales performance.
• Demonstrated success achieving or exceeding revenue targets in a growth-focused environment.
• Experience implementing structured sales processes (MEDDIC, Challenger, SPIN, Solution Selling, etc.).
• Strong experience in territory expansion and new-market penetration.
• NetSuite experience, preferred.
• Proven ability to drive sales execution, meet revenue goals, and deliver consistent pipeline growth.
• Hands-on manager with strong coaching, development, and performance management skills.
• Strong understanding of inbound/outbound sales motions and how to optimize both simultaneously.
• Excellent ability to assess rep skill level and drive continuous improvement.
• Strong command of CRM systems and sales performance analytics.
• Ability to build structured outbound strategies aligned with company growth goals.
• Strong problem-solving, negotiation, and deal-management capabilities.
• Excellent communication and relationship-building skills with customers and internal stakeholders.
• Data-driven mindset with the ability to interpret KPIs and adjust strategy/execution accordingly.
• High accountability, follow-through, and operational discipline.
• Ability to lead through change in a fast-paced, growth-oriented environment.

Why Join Lighthouse?

• Competitive pay: $180,000-$200,000 (depending on experience) + bonus structure
• Day 1 Benefits: Medical, dental, and vision coverage
• 15 PTO days + 10 holidays
• 401(k) with up to 4% company match
• Company-paid life and disability insurance
• Paid Volunteer Time Off
• Partially paid medical and parental leave

Equal Employment Opportunity:

It is the policy of Lighthouse Lab Services to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status regarding public assistance, veteran status, or any other characteristic protected by federal, state or local law. Lighthouse Lab Services is committed to working and providing reasonable accommodation to individuals of all abilities, including persons with disabilities. If at any time during the application process, you need accommodation, please contact [email protected] for assistance.

Lighthouse Lab Services | 800-838-0602 | lighthouselabservices.com