Reports To
Chief Executive Officer
Employment Type
Full-Time
Workplace Type
Hybrid
Career Path
Individual Contributor → Sales Team Lead (12–24 months)
ABOUT CELITO
The Celito Team architects the buildout of simplified, integrated, and compliant technology stacks. With both consulting and products, our expertise helps customers save time and money as they move from strategic Clinical & Quality management all the way to widespread and profitable commercialization.
ROLE OVERVIEW
Celito is looking for a high-performing, relationship-driven Director of Sales to accelerate growth across the biotech and life sciences sector. This is a senior individual contributor role for a seasoned enterprise sales professional who thrives opening doors, building trust with executive buyers, and closing complex services and consulting engagements.
You will own the full sales cycle — from originating pipeline to executing MSAs and SOWs — while operating with a high degree of autonomy and direct CEO partnership. For the right candidate, this role carries a clear path to building and leading a quota-carrying sales team within 12–24 months as Celito scales.
KEY RESPONSIBILITIES
1. Customer Access & Pipeline Development (Priority #1)
• Drive warm introductions and convert them into qualified, calendarized meetings across major biotech hubs (SF Bay Area, Boston/Cambridge, San Diego, NJ/NY/PA).
• Build sponsor, coach, and economic buyer maps to establish multi-threaded executive access.
• Maintain a self-sourced pipeline with disciplined qualification and consistent forward momentum.
2. Deal Origination & Closing
• Shape and position programs across Service Desk/NOC, Infra/SecOps, QA/Validation (CSV/CSA), Clinical/Regulatory systems, and Finance IT/NetSuite.
• Own close plans, objection handling, and pricing/term guardrails in close partnership with Celito Leadership and Legal.
• Drive MSA and SOW execution from first conversation through signed agreement.
3. Account Expansion & Cross-Sell
• Develop account plans with quarterly milestones and clearly defined expansion triggers.
• Co-sell with Delivery teams and lead executive business reviews (EBRs) with quantified, outcome-oriented framing.
4. Messaging & Sales Enablement
• Leverage Celito's existing decks, one-pagers, case studies, and ROI proof points effectively.
• Identify and flag live deal gaps, requesting net-new collateral only where clearly needed to advance opportunities.
5. CRM & Forecast Discipline
• Maintain clean, up-to-date pipeline data with clearly defined stage criteria and entry/exit conditions.
• Participate in weekly forecast cadences with accurate, data-backed opportunity assessments.
• Celito's team administers Salesforce; your role is to drive hygiene and reporting quality.
6. Future Team Leadership (12–24 Month Horizon)
• As pipeline and revenue scale, take on responsibility for hiring, onboarding, and enabling junior sales staff.
• Develop compensation plans, territory frameworks, and playbooks to support a growing quota-carrying team.
• Transition from sole contributor to player-coach, maintaining personal book of business while building team capacity.
QUALIFICATIONS
Must-Haves
• 7–12+ years of success in enterprise services or consulting sales, with 5+ years of verifiable quota attainment within U.S. biotech and life sciences hubs.
• Proven deep executive network within the life sciences sector and demonstrable history of opening and closing complex services engagements.
• Mastery of enterprise selling techniques: multi-threading, executive storytelling, business value quantification, and negotiation of complex MSAs/SOWs including InfoSec and GxP requirements.
• Strong working knowledge of IT infrastructure, SecOps, QA/Validation (CSV/CSA), 21 CFR Part 11/GxP, and common Clinical/Regulatory technology stacks.
• Data-driven approach to pipeline management: pipeline math, pricing discipline, win-loss analysis, and forecast accuracy.
• Exceptional executive presence with the ability to communicate confidently at the Board or Quality Council level.
Nice-to-Haves
• SaaS attach experience — pilots, POCs, and ARR expansion within services accounts.
• Experience mentoring junior sellers or informally leading a sales motion, with interest in formalizing that responsibility over time.
• Familiarity building or contributing to hiring processes, compensation structures, or team enablement programs.
30 / 60 / 90 DAY SUCCESS PLAN
30 Days
60 Days
90 Days
– Map top 150 target logos
– Book 10+ first meetings
– Publish qualification rubric and close-plan template
– Establish 6+ late-stage opportunities
– Issue first proposals
– Schedule first EBRs
– Launch weekly forecast cadence
– Close 2–3 signed SOWs
– Build $1.0–$1.5M pipeline with 3–4× coverage
– Launch expansion plan for first wins
TERRITORY & TARGET BUYERS
Territory
– SF Bay Area
– Boston / Cambridge
– San Diego
– New Jersey / New York / Pennsylvania
Primary Buyers
– CIO / CTO
– Heads of QA / Quality
– Clinical / Regulatory Leaders
– CFO / COO (G&A IT / NetSuite)
TOOLS & SUPPORT
• Salesforce CRM (Celito-administered; you drive data quality and forecasting)
• Approved sales decks, case studies, ROI models, and reference accounts
• Direct access to Celito SMEs and functional delivery leads
• CEO-level partnership for strategic account navigation and executive sponsorship
Celito | Director of Sales | Confidential
Job Title: Vice President, Sales & Marketing
Reports To: Chief Executive Officer
Employment Type: Full-Time
Workplace Type: Hybrid
THE CELITO TEAM
The Celito Team architects the buildout of simplified, integrated, and compliant technology stacks. With both consulting and products, our expertise can help our customers save time and money as they move from strategic Clinical & Quality management all the way to widespread and profitable commercialization.
JOB OVERVIEW
This role is for a highly experienced and results-driven sales leader who will accelerate Celito’s growth in the complex and highly regulated Biotech and Life Sciences sector. You will lead full-cycle enterprise sales—from opening executive-level doors to driving the successful close of consulting/services engagements. Your mission is to build predictable pipeline, secure repeatable wins, and expand Celito’s presence across major biotech hubs through disciplined execution and trusted relationships.
KEY RESPONSIBLIITIES
1. Customer Access & Introductions (Priority #1)
· Drive warm introductions and convert them into qualified, calendarized meetings across major biotech hubs (SF Bay Area, Boston/Cambridge, San Diego, NJ/NY/PA).
· Build sponsor/coach/economic buyer maps and establish multi-threaded access.
2. Deal Origination & Closing
· Shape and position programs across Service Desk/NOC, Infra/SecOps, QA/Validation (CSV/CSA), Clinical/Reg systems, and Finance IT/NetSuite.
· Own close plans, objection handling, and pricing/term guardrails in partnership with Celito Leadership and Legal, through MSA/SOW execution.
3. Account Expansion & Cross-Sell
· Develop account plans with quarterly milestones.
· Co-sell with Delivery and lead executive business reviews (EBRs) with quantified outcomes.
4. Messaging & Sales Assets (Enablement-Only)
· Leverage Celito’s existing decks, one-pagers, case studies, and ROI proofs.
· Request net-new collateral only to fill live deal gaps.
5. CRM Hygiene (Light-Touch)
· Define stages, entry/exit criteria, and reporting guidelines.
· Celito team owns Salesforce administration and reporting.
QUALIFICATIONS
Ideal Profile (Must-Haves)
· 10–15+ years of success in enterprise services/consulting sales, with 5+ years of verifiable quota attainment within U.S. biotech/life sciences hubs.
· Proven deep executive network within the life sciences sector and demonstrable proof of opening and closing complex services and consulting engagements.
· Mastery of enterprise selling techniques: multi-threading, crafting and delivering executive-level storytelling, quantifying business value, and expert negotiation of complex MSAs/SOWs, including navigating InfoSec and GxP requirements.
· Strong working knowledge of relevant IT domains: IT infrastructure, SecOps, QA/Validation (CSV/CSA), 21 CFR Part 11/GxP, and common Clinical/Regulatory stacks.
· A data-driven operator with strong analytical skills in pipeline math, pricing, win-loss analysis, attribution, and strict forecast discipline.
· Exceptional executive presence and ability to communicate effectively at the Board or Quality Council level.
Preferred Qualifications (Nice-to-Haves)
· SaaS attach experience (pilots/POCs, ARR expansion within services accounts).
· Experience building or leading quota-carrying teams, including hiring, compensation plan development, and enablement.
30/60/90 Day Plan
30 Days
· Map top 150 target logos.
· Book 10+ first meetings.
· Publish qualification rubric and close-plan template.
60 Days
· Establish 6+ late-stage opportunities.
· Issue first proposals.
· Schedule first EBRs.
· Launch weekly forecast cadence.
90 Days
· Close 2–3 signed SOWs.
· Build $1.0–$1.5M pipeline with 3–4× coverage.
· Launch expansion plan for first wins.
Territory & Buyers
Territory:
· SF Bay Area
· Boston/Cambridge
· San Diego
· New Jersey / New York / Pennsylvania
Primary Buyers:
· CIO / CTO
· Heads of QA / Quality
· Clinical / Regulatory leaders
· CFO / COO (G&A IT/NetSuite)
Tools & Support Provided
· Salesforce pipeline (Celito-administered)
· Approved decks, case studies, ROI models, and references
· Access to SMEs and functional leads