Commercial Director, Enterprise

🧬 About Sano

Mission; what we do

• accelerating the world’s transition to personalized medicine
  

Purpose; why we do it

• to speed up development of life-saving treatments for those with limited options
  

Vision; where we’re going

• become the world’s best source of patient-in-the-loop genomic and health data for precision medicine development

📈 Commercial team at Sano

As a Commercial Director for Enterprise, you will play a pivotal role in building strong client relationships, driving revenue, and delivering innovative solutions to meet the needs of leading pharmaceutical companies.

Reporting to the VP of Commercial, you’ll own the enterprise accounts sales cycle, from prospecting to closing, while collaborating with cross-functional teams to enhance sales effectiveness and align goals. Your efforts will streamline revenue operations, foster data-driven decision-making, and ensure a seamless client experience.

This role is central in supporting Sano’s growth in this sector and advancing our mission to revolutionize personalized medicine.

Headlines:

• Role - Commercial Director, Enterprise
• Salary - $130-150k base (+ uncapped OTE)
• Location - Fully Remote, USA only

What you'll be doing:

• Grow existing accounts: Leading efforts to expand Sano’s solution footprint within existing accounts, driving the company towards ambitious revenue growth targets.
• Engage Prospects: Proactively reaching out to Pharmaceutical companies involved in precision medicine clinical research to determine if our platform aligns with their needs.
• Lead Sales Efforts: Driving high quality discovery and qualification of opportunities and leading proposal development and contracting discussions.
• Collaborate Across Teams: Refining our go-to-market processes and materials based on your insights and customer conversations, working closely with our Commercial, Product, and Delivery teams.
• Enhance Efficiency: Supporting the operational success and efficiency of the commercial team by improving processes and materials.
• Ensure Continuity: Maintaining a seamless client experience post-sale by collaborating with internal delivery teams.
• C-Suite Engagement: Can demonstrate Skill at engaging and building relationships with senior executives (VPs, Directors, etc.) in strategic functions.

This job is for you if:

• Clinical Trials Experience: you can demonstrate experience selling into the EU / USA markets and in-depth knowledge of selling into clinical trial processes, with a focus on phases 1, 2, and 3
• Sales Expertise: you have extensive experience selling platform technologies into Pharmaceutical companies.
• Complex Sales Skills: you’re able to execute complex sales cycles, with complex stakeholder maps with mid-six to low-seven figure annual contract values.
• Data-Driven Approach: you’re comfortable with data-driven forecasting, goal setting, and measuring key leading indicators, and with deal qualification frameworks such as BANT or MEDDICC.
• Communication Skills: you excel in written and verbal communication.
• Entrepreneurial Spirit: have a creative and entrepreneurial mindset, with an interest in helping build a business and adapt materials, go-to-market playbooks, and strategies as the business grows.

Even better if you:

• Regulatory Awareness: Understand compliance considerations, including GDPR, HIPAA, and industry-specific regulations.
• Curiosity and Continuous Learning: Demonstrate curiosity and keep updated on pharmaceutical advancements, regulatory changes, and competitive solutions.

This role is unlikely to be a great match if:

• You have a transactional sales focus: Enterprise sales require building deep relationships, understanding intricate client needs, and navigating long sales cycles. A transactional mindset is incompatible with the consultative nature of this role.
• You focus on Features over Value: Enterprise buyers care about ROI, business outcomes, and how a solution fits into their ecosystem, not just the technical specs. A feature-dumping approach will fail here.
• You lack Industry Knowledge: Enterprise clients expect sales professionals to understand their industry, pain points, and regulations. Superficial knowledge will only get you so far.

Research shows that some people are less likely to apply for a role unless they are 100% qualified. Your experience, skills and passion will set you apart so tell us about your achievements, irrespective of whether they are personal or work-related, tell us about your journey, and about what you learnt.

So, if this role excites you, don't let our role description hold you back, get applying!

🔍 Hiring Process

1. 📞 Initial screening with Becca, Talent Partner
2. 💡 Deep dive with Ben, VP Commercial
3. 🙌 Panel interview with the team
4. ⭐️ Founder interview with Patrick, CEO

Support - If you have a medical condition or an individual need for an adjustment to our process, and you believe this may affect your ability to be at your best - please let us know so we can talk about how we can best support you and make any adjustments that may be needed. All interviews at Sano take place virtually. Please let us know if we can help make a virtual interview run smoother for you.

🛑 Please note:

We can only accept applications from those eligible to live and work in the USA. We are unable to sponsor visas for this position.

In addition, as part of our due diligence process, we will be conducting basic background checks on successful candidates. As per the The code of practice published under section 122 of the Police Act 1997, we are committed to treating all candidates fairly and are happy to share our Equal Opportunities and Ex-Offender policy on request.

🌈 Diversity, Equity, Inclusion and Belonging

Sano Genetics welcomes applications from all candidates regardless of age, disability, gender, gender identity, sexual orientation, race, religion, or marital/civil partnership status.

We're committed to creating an environment that promotes diversity, equity, inclusion and belonging. We are a global community and we believe our unique qualities should be celebrated as they are critical to our innovation. It's essential to us that you bring your authentic self to work every single day, no matter your age, ethnicity, religion, citizenship, gender identity, sexual orientation, disability status, caring responsibilities, neurodiversity, or other aspects of your identity. Inclusion isn't just an initiative at Sano. We strive to embed it not just into our values but throughout our entire culture.