Sr. Director, National Accounts

Position Overview:
We are seeking a highly skilled sales leader to serve as the right hand to the Chief Revenue Officer. This role is responsible for managing the day-to-day operations of the national sales organization, enabling the CRO to focus on market-facing activities, strategic growth, and closing key deals.

This individual will act as a force multiplier for the CRO—support new deals, managing the team’s pipeline, providing technical expertise, and sales acumen.

What You'll Do
Sales Organization Operations & Management

Act as an extension of the CRO and reduce unnecessary demands on CRO time

Oversee day-to-day management of the national sales organization, providing leadership, coaching and performance oversight for a team of 6.

Identify skill gaps and act as a mentor to team members

Serve as the primary point of contact for national sales team needs, questions, and coordination across the organization including Product, Marketing, Finance, and Content

Manage and review sales funnel with sales team weekly

Act as primary point of contact for the national accounts team on operational aspects including territories updates, compensation review, iterations, performance reviews, forecasting calls and new business commitment from the team each month.

Ensure sellers have tools, information, and support needed to execute

Cross-Functional Coordination

Coordinate between Sales, Marketing, Product, and Finance

Project manage GTM efforts ensuring all resources are planned and provided

Drive follow-through on revenue-impacting initiatives

Ensure alignment on priorities and timelines

Pipeline, Reporting & Business Insights

Partner with Sales Ops and Other

Maintain pipeline accuracy (close date, stage, and following agreed to guidelines, with status updates)

Monitor leads which have not been contacted and work with marketing and sales ops to create a process

Coordinate training and enablement, as needed

Ensure adoption of tools and messaging

Partner with accounts receivables to improve communications with AR/Sales to determine improved processes and reduce surprises

Be the liaison for custom projects, non-standard payment terms and other

Monitor contract queue for those requiring additional monitoring

Monitor and ensure our investments make sense for paid solutions (Zoominfo, DHI, LinkedIn)

Respond to internal reporting requests

Ensure transactional contracts are booked prior to month-end and don’t lapse into the following month

Strategic Deal & Initiative Support

Support large deals by aligning stakeholders, providing technical expertise and sales oversight

Remove internal blockers

Drive execution of strategic initiatives

What You'll Need to Succeed

6–10+ years in strategic or enterprise sales

Experience leading a sales team

Significant technical expertise in the pharmacy space

Strong understanding of B2B sales processes

Strong hunting skills, focused on land and expand sales motion

Highly organized with strong follow-through

Strong communication and executive presence

Ability to operate autonomously in a fast-paced environment

Proficiency in AI-driven tools to strengthen sales capabilities

#J-18808-Ljbffr