Director of Sales

20/20 Onsite is transforming patient access to specialty eye care and clinical trial assessments through our Mobile Vision Clinics. Since 2014, we’ve delivered high-quality eye exams to over 75,000 patients directly in their communities. In 2020, we expanded into Life Sciences, outfitting our mobile clinics with specialized equipment to support decentralized and hybrid clinical trials, particularly those requiring ophthalmic assessments. Our focus is radical patient-centricity. By reducing friction and bringing assessments closer to participants, we support Sponsors, CROs, and sites in improving enrollment, retention, and data consistency across a range of therapeutic areas, with a strong foundation in ophthalmology. 20/20 Onsite services have become instrumental in advancing drug therapy development and distribution, chronic disease management, and essential patient health care in the sponsored communities the company serves. Our established client base is highly satisfied with our services, shows indications of follow on business opportunities, and in almost every case represents a major growth opportunity for our company. About the Role The Director of Sales is responsible for owning revenue performance and leading the sales organization at 20/20 Onsite. This role is accountable for achieving revenue targets, maintaining forecast accuracy, and building a scalable sales organization to support the company’s growth. Reporting directly to the CEO, the Director of Sales leads pipeline development, opportunity strategy, pricing execution, and client engagement across the Sales and Account Management teams.

This individual ensures disciplined sales execution while aligning closely with the company’s commercial strategy. The Director partners with the VP of Market Strategy to align go-to-market execution with broader strategic priorities, including market segmentation, positioning, and demand generation. Key Responsibilities Own achievement of annual and quarterly revenue targets Maintain accurate, data-driven sales forecasts for executive leadership Ensure sufficient pipeline coverage to support revenue goals Lead regular pipeline and forecast reviews with the sales team Identify revenue risks early and implement mitigation strategies Lead, coach, and develop Sales teams Establish clear expectations for pipeline generation, qualification, and progression Design and manage sales compensation plans aligned with revenue objectives Develop hiring plans and capacity models to scale the organization Recruit, onboard, and retain high-performing sales talent Define territory design and account ownership structures Manage the sales organization budget (travel, conferences, tools, etc.) Foster a culture of accountability, curiosity, and continuous improvement Pipeline & Opportunity Strategy Oversee pipeline generation to ensure strong top-of-funnel health Lead strategy for complex and high-value opportunities Guide teams through consultative sales processes with Sponsors, CROs, and site networks Ensure alignment between client study requirements and service capabilities Review and strengthen proposals, pricing strategies, and commercial structures Ensure CRM (Salesforce) accuracy and adherence to forecasting best practices Strategic Client Engagement Serve as executive commercial lead for key client relationships Participate in contract negotiations and complex deal structuring Build and maintain relationships with senior stakeholders at Sponsors and CROs Represent the company at industry events, conferences, and client meetings Commercial Alignment & Market Insight Partner with the VP of Market Strategy to align execution with company strategy Provide market feedback to inform segmentation, pricing, and packaging Collaborate with Marketing on demand generation and pipeline development Identify emerging opportunities in ophthalmology and decentralized trials Qualifications: Required 8+ years of experience in sales within life sciences, clinical research services, or healthcare 3–5 years of experience leading sales or account management teams Proven track record of owning and achieving revenue targets Strong experience in sales forecasting and pipeline management Demonstrated success in complex, consultative sales cycles with Sponsors or CROs Working knowledge of clinical research processes and study requirements Proficiency with CRM systems (Salesforce preferred) and sales analytics Preferred Experience in ophthalmology, imaging, or device-based trial services Exposure to decentralized or hybrid clinical trial models Familiarity with modern sales technology stacks #J-18808-Ljbffr