Director of Sales

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    "department": {
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    "companyName": "LighthouseAI",
    "description": {
      "role": "<meta><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:13pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;text-align:justify;\"><b><strong style=\"font-size:14pt;white-space:pre-wrap;\">Position Overview</strong></b></p><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;text-align:justify;\"><span style=\"white-space:pre-wrap;\">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.</span></p><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;text-align:justify;\"><br></p><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:13pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;text-align:justify;\"><b><strong style=\"color:rgb(0,0,0);font-size:14pt;white-space:pre-wrap;\">Essential Duties and Responsibilities:</strong></b></p><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;text-align:justify;\"><br><b><strong style=\"color:rgb(0,0,0);white-space:pre-wrap;\">Team Leadership &amp; Management</strong></b></p><ul data-pattern=\"discCircleSquare\" data-depth=\"1\" style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11pt;font-weight:400;margin:8px 0px;line-height:1.6;padding:0px 0px 0px 32px;list-style-type:disc;\"><li style=\"color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;text-align:justify;\"><span style=\"color:rgb(0,0,0);white-space:pre-wrap;\">Directly manage and develop a team of Account Executives, providing coaching, performance feedback, and career development support to drive individual and team quota attainment.</span></li><li style=\"color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;text-align:justify;\"><span style=\"color:rgb(0,0,0);white-space:pre-wrap;\">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.</span></li><li style=\"color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;text-align:justify;\"><span style=\"color:rgb(0,0,0);white-space:pre-wrap;\">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.</span></li><li style=\"color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;text-align:justify;\"><span style=\"color:rgb(0,0,0);white-space:pre-wrap;\">Recruit, hire, and onboard top sales and CS talent in alignment with post-Series A growth plans as needed.</span></li><li style=\"color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;text-align:justify;\"><span style=\"color:rgb(0,0,0);white-space:pre-wrap;\">Foster a high-performance, inclusive, and collaborative team culture grounded in accountability and continuous improvement.</span></li><li style=\"color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;text-align:justify;\"><span style=\"color:rgb(0,0,0);white-space:pre-wrap;\">Conduct regular 1:1s, team meetings, pipeline reviews, and performance assessments to keep the revenue org aligned and motivated.</span></li></ul><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;\"><br><b><strong style=\"color:rgb(0,0,0);white-space:pre-wrap;\">Revenue Strategy &amp; Execution</strong></b></p><ul data-pattern=\"discCircleSquare\" data-depth=\"1\" style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11pt;font-weight:400;margin:8px 0px;line-height:1.6;padding:0px 0px 0px 32px;list-style-type:disc;\"><li style=\"color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;text-align:justify;\"><span style=\"color:rgb(0,0,0);white-space:pre-wrap;\">Own and achieve quarterly and annual revenue targets across new business, expansion, and renewal; hold team accountable to individual and collective KPIs.</span></li><li style=\"color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;text-align:justify;\"><span style=\"color:rgb(0,0,0);white-space:pre-wrap;\">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.</span></li><li style=\"color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;text-align:justify;\"><span style=\"color:rgb(0,0,0);white-space:pre-wrap;\">Maintain accurate pipeline forecasting and CRM hygiene; deliver reliable revenue reporting to the executive team.</span></li><li style=\"color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;text-align:justify;\"><span style=\"color:rgb(0,0,0);white-space:pre-wrap;\">Partner with Marketing on demand generation campaigns, content, and events that drive qualified pipeline for the AE and SDR teams.</span></li><li style=\"color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;text-align:justify;\"><span style=\"color:rgb(0,0,0);white-space:pre-wrap;\">Collaborate with Product to relay market and customer feedback, influence the product roadmap, and ensure LighthouseAI’s solutions remain competitively differentiated.</span></li><li style=\"color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;text-align:justify;\"><span style=\"color:rgb(0,0,0);white-space:pre-wrap;\">Represent LighthouseAI at industry conferences, trade shows, and networking events to strengthen brand presence and build strategic relationships.</span></li></ul><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;text-align:justify;\"><span style=\"color:rgb(0,0,0);white-space:pre-wrap;\">&nbsp;</span></p><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;text-align:justify;\"><b><strong style=\"color:rgb(0,0,0);font-size:12pt;white-space:pre-wrap;\">Work Experience Qualifications</strong></b></p><ul data-pattern=\"discCircleSquare\" data-depth=\"1\" style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11pt;font-weight:400;margin:8px 0px;line-height:1.6;padding:0px 0px 0px 32px;list-style-type:disc;\"><li style=\"color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;text-align:justify;\"><span style=\"color:rgb(0,0,0);white-space:pre-wrap;\">2+ years of direct people management experience leading Account Executives, SDR teams, and/or Customer Success teams in a SaaS or technology company.</span></li><li style=\"color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;text-align:justify;\"><span style=\"color:rgb(0,0,0);white-space:pre-wrap;\">B2B sales experience, with a proven track record of consistently meeting or exceeding quota.</span></li><li style=\"color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;text-align:justify;\"><span style=\"color:rgb(0,0,0);white-space:pre-wrap;\">Demonstrated ability to coach, develop, and retain high-performing sales and CS talent across varying experience levels.</span></li><li style=\"color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;text-align:justify;\"><span style=\"color:rgb(0,0,0);white-space:pre-wrap;\">Demonstrated success selling SaaS, compliance software, or technology solutions into complex enterprise environments.</span></li><li style=\"color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;text-align:justify;\"><span style=\"color:rgb(0,0,0);white-space:pre-wrap;\">Experience managing long sales cycles (3–12+ months) and navigating multi-stakeholder buying committees.</span></li><li style=\"color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;text-align:justify;\"><span style=\"color:rgb(0,0,0);white-space:pre-wrap;\">Experience in or strong familiarity with the pharmaceutical, life sciences, biotech, or healthcare regulatory industry is strongly preferred.</span></li><li style=\"color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;text-align:justify;\"><span style=\"color:rgb(0,0,0);white-space:pre-wrap;\">Proven track record of building and scaling revenue teams in a startup or high-growth company environment.</span></li></ul><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;text-align:justify;\"><span style=\"color:rgb(0,0,0);white-space:pre-wrap;\">&nbsp;</span></p><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;text-align:justify;\"><b><strong style=\"color:rgb(0,0,0);font-size:12pt;white-space:pre-wrap;\">Other Qualifications</strong></b></p><ul data-pattern=\"discCircleSquare\" data-depth=\"1\" style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11pt;font-weight:400;margin:8px 0px;line-height:1.6;padding:0px 0px 0px 32px;list-style-type:disc;\"><li style=\"color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;text-align:justify;\"><span style=\"color:rgb(0,0,0);white-space:pre-wrap;\">Proficiency with CRM platforms (e.g., Salesforce, HubSpot) and modern sales engagement tools.</span></li><li style=\"color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;text-align:justify;\"><span style=\"color:rgb(0,0,0);white-space:pre-wrap;\">Microsoft Office suite competency including Excel, Word, and PowerPoint.</span></li><li style=\"color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;text-align:justify;\"><span style=\"color:rgb(0,0,0);white-space:pre-wrap;\">Exceptional communication, coaching, and presentation skills; able to inspire a team while also engaging credibly with executive-level prospects and customers.</span></li><li style=\"color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;text-align:justify;\"><span style=\"color:rgb(0,0,0);white-space:pre-wrap;\">Strong analytical and forecasting skills; comfortable building and interpreting revenue reports, conversion metrics, and team performance dashboards.</span></li><li style=\"color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;text-align:justify;\"><span style=\"color:rgb(0,0,0);white-space:pre-wrap;\">High attention to detail and commitment to accuracy in proposals, contracts, and forecasting.</span></li><li style=\"color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;text-align:justify;\"><span style=\"color:rgb(0,0,0);white-space:pre-wrap;\">Self-motivated leader who can operate independently in a remote environment while keeping distributed teams aligned and accountable.</span></li><li style=\"color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;text-align:justify;\"><span style=\"color:rgb(0,0,0);white-space:pre-wrap;\">Collaborative partner who works effectively across Sales, Product, Marketing, and Customer Success to drive company-wide revenue goals.</span></li></ul><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;\"><br></p><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:14pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;text-align:justify;\"><span style=\"color:rgb(0,0,0);font-size:14pt;white-space:pre-wrap;\">&nbsp;</span><b><strong style=\"color:rgb(0,0,0);font-size:14pt;white-space:pre-wrap;\">Compensation</strong></b><span style=\"color:rgb(0,0,0);white-space:pre-wrap;\">&nbsp;</span></p><ul data-pattern=\"discCircleSquare\" data-depth=\"1\" style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11pt;font-weight:400;margin:8px 0px;line-height:1.6;padding:0px 0px 0px 32px;list-style-type:disc;\"><li style=\"color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;text-align:justify;\"><b><strong style=\"color:rgb(0,0,0);white-space:pre-wrap;\">Base Pay:&nbsp; </strong></b><span style=\"color:rgb(0,0,0);white-space:pre-wrap;\">$140,000 – $160,000 annually (commensurate with experience)</span></li><li style=\"color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;text-align:justify;\"><b><strong style=\"color:rgb(0,0,0);white-space:pre-wrap;\">Performance-based Bonus:</strong></b><span style=\"color:rgb(0,0,0);white-space:pre-wrap;\"> Targeted OTE of $180,000 - $210,000</span></li></ul><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;text-align:justify;\"><span style=\"color:rgb(0,0,0);white-space:pre-wrap;\">&nbsp;</span></p><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;text-align:justify;\"><b><strong style=\"color:rgb(0,0,0);white-space:pre-wrap;\">Benefits:</strong></b></p><ul data-pattern=\"discCircleSquare\" data-depth=\"1\" style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11pt;font-weight:400;margin:8px 0px;line-height:1.6;padding:0px 0px 0px 32px;list-style-type:disc;\"><li style=\"color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;text-align:justify;\"><span style=\"color:rgb(0,0,0);white-space:pre-wrap;\">Health, Dental, and Vision Insurance</span></li><li style=\"color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;text-align:justify;\"><span style=\"color:rgb(0,0,0);white-space:pre-wrap;\">Short-Term Disability (STD), Long-Term Disability (LTD), and Life Insurance</span></li><li style=\"color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;text-align:justify;\"><span style=\"color:rgb(0,0,0);white-space:pre-wrap;\">401(k)</span></li><li style=\"color:rgb(0,0,0);font-size:11pt;margin:3px 0px;letter-spacing:0.25px;line-height:1.6;text-align:justify;\"><span style=\"color:rgb(0,0,0);white-space:pre-wrap;\">PTO and Paid Holidays</span></li></ul>",
      "company": "<meta><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;text-align:justify;\"><span style=\"white-space:pre-wrap;\">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.</span></p><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;text-align:justify;\"><span style=\"white-space:pre-wrap;\">&nbsp;</span></p><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;text-align:justify;\"><span style=\"white-space:pre-wrap;\">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.</span></p><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;text-align:justify;\"><span style=\"white-space:pre-wrap;\">&nbsp;</span></p><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;text-align:justify;\"><b><strong style=\"white-space:pre-wrap;\">This is a full-time, remote position.</strong></b></p><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;text-align:justify;\"><span style=\"white-space:pre-wrap;\">Working Hours: Monday–Friday, 8:00 AM – 4:30 PM ET</span><br><span style=\"white-space:pre-wrap;\">Applicant must be legally authorized to work in the United States without sponsorship now or in the future.</span></p><p style=\"font-family:&quot;Basel Grotesk&quot;,Arial,sans-serif;font-size:11pt;font-weight:400;line-height:1.6;letter-spacing:0.25px;margin:4px 0px;padding:0px;text-align:justify;\"><br></p>"
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