Summary The Head of Sales is responsible for leading revenue execution and sales organization performance at 20/20 Onsite. This role owns pipeline development, revenue forecasting, and the overall performance of the Sales and Account Management teams to ensure the company consistently achieves its commercial growth targets. Reporting directly to the CEO, the Head of Sales will lead the sales organization across pipeline generation, opportunity strategy, pricing execution, and client engagement. This individual will ensure sales activities align with the company's commercial strategy while maintaining strong forecasting accuracy and operational discipline across the pipeline. The Head of Sales will collaborate closely with the VP of Strategy to align sales execution with the company's broader market strategy, demand generation initiatives, and commercial positioning within ophthalmology and decentralized clinical trials. Responsibilities Revenue Leadership & Forecasting • Own achievement of annual and quarterly revenue targets. • Maintain accurate sales forecasting and pipeline visibility for the CEO and leadership team. • Ensure sufficient pipeline coverage through proactive pipeline generation and account expansion strategies. • Lead regular pipeline and forecast review sessions with the sales team. • Identify revenue risks early and implement mitigation strategies. Sales Organization Leadership • Lead, coach, and develop the Sales and Account Management teams to consistently achieve revenue targets. • Define clear expectations for pipeline creation, qualification, and movement through the sales process. • Design and manage sales compensation plans aligned with company revenue goals. • Develop hiring plans and capacity models for scaling the sales organization. • Recruit, onboard, and develop high-performing sales team members. • Design territory and account ownership structures to support pipeline growth and client expansion. • Manage the sales organization budget including travel, conferences, and sales technology. • Drive a culture of accountability, curiosity, and continuous improvement within the sales organization. Pipeline & Opportunity Strategy • Oversee all pipeline generation activities to ensure consistent top-of-funnel health. • Lead opportunity strategy for complex • Guide sales team members through discovery, needs assessment, and consultative sales conversations with sponsors, CROs, and site networks. • Ensure strong alignment between study requirements and 20/20 Onsite's service capabilities. • Review and strengthen proposals, pricing approaches, and commercial structures. • Ensure CRM (Salesforce) accuracy and strong adherence to sales stages and forecasting best practices. Strategic Client Engagement • Serve as executive commercial lead for key sponsor and CRO relationships. • Participate in strategic opportunity discussions, contract negotiations, and complex deal structuring. • Build and maintain strong relationships with senior client stakeholders. • Represent 20/20 Onsite at industry conferences, sponsor meetings, and commercial engagements. Commercial Alignment & Market Insight • Partner with the VP of Market Strategy to align sales execution with company market strategy and positioning. • Provide frontline market insights to inform segmentation, pricing frameworks, and commercial packaging. • Collaborate with Marketing on demand generation initiatives and pipeline development strategies. • Identify emerging opportunities across ophthalmology trials and decentralized clinical trial models. Qualifications Required Experience • 8+ years of experience in Sales ideally within life sciences, clinical research services, or healthcare industries. • 3-5 years of experience managing sales teams. • Demonstrated experience owning revenue targets and sales forecasting. • Proven success leading complex consultative sales cycles with pharmaceutical sponsors or CROs. • Strong working knowledge of clinical research processes and study requirements. • Proficiency with CRM systems (Salesforce preferred), pipeline analytics, and forecasting methodologies. Preferred Experience • Experience in ophthalmology, imaging, or device-based clinical trial assessments. • Exposure to decentralized or hybrid clinical trial models. • Familiarity with modern sales technology stacks and cross-functional collaboration tools.