Enterprise Sales Director
Remote · full_time
Hiring locations: Remote · USA, Remote
Open posting at Digital ScienceCheck the posting for country and time zone requirements before applying.
Employer’s description
About us We are Digital Science and we are advancing the research ecosystem. We are a pioneering technology company, and our vision is of a future where a trusted and collaborative research ecosystem drives progress for all. We believe in better, open, collaborative and inclusive research. In creating the next generation of tools and working in partnership with the community we tackle some of the biggest challenges to research. In order to achieve our vision, we need innovative, inspiring and dynamic people to join our team. Want to join us? Your new role - The Sales Director within the Digital Science Enterprise Segment drives top-line revenue growth by owning the full commercial sales cycle across our integrated portfolio, including Dimensions, Altmetric, ReadCube, Figshare, and metaphacts. This role is responsible for driving pipeline generation, rigorous deal qualification, framing client-centric value propositions, aligning portfolio solutions with enterprise strategic objectives, and leading pricing and contracting negotiations. High priority is placed on a solid conceptual and domain understanding of Knowledge Graph architecture, semantic ontologies, the Semantic Layer, and Agentic AI solutions. The ideal candidate brings a proven sales track record in Life Sciences and excels at bridging high-level enterprise data integration discussions with executive procurement and budget cycles. Technical skills are desired but not required. Pipeline Generation & Prospecting • Proactively identify, target, and initiate strategic conversations with C-suite leaders, R&D executives, and data architects across Life Sciences, BioPharma, and research-intensive enterprises. • Execute territory plans to build a high-volume, high-quality sales pipeline across the full Digital Science capability set. • Position Digital Science's unique portfolio advantage—leveraging connections between grants, patents, publications, clinical trials, and knowledge graphs. Deal Qualification & Opportunity Management • Apply structured qualification frameworks to evaluate enterprise leads and focus resources on high-probability opportunities. • Manage and prioritize enterprise opportunities based on deal value. • Map complex decision-making structures to identify executive sponsors, budget holders, and technical evaluators. • Seek up-sell and cross-sell opportunities by partnering with Account Managers and Customer Engagement Managers. • Coordinated pitches and responses to request for proposals (RFPs).Value Proposition Development & Value Alignment • Articulate a compelling, value-based sales narrative focused on the "why" rather than just the "how". • Translate complex conceptual capabilities—such as Semantic Web standards, open research workflows, and patent analytics—into clear ROI, de-risked R&D, and accelerated discovery for C-suite leaders. • Align Digital Science enterprise solutions with the client’s internal digital transformation, AI readiness, and knowledge management strategies. Pricing & Contracting Negotiations • Navigate enterprise procurement, legal, and security review cycles effectively to optimize deal velocity. • Lead commercial negotiations, proposal creation, price positioning, and contract execution. • Structure multi-product enterprise agreements that maximize deal value, protect margins, and establish long-term customer retention. Portfolio Cross-Selling & Internal Collaboration • Act as the commercial lead across products (Dimensions, Altmetric, ReadCube, Figshare, and metaphacts.) • Leverage internal resources, including Pre-Sales Specialists (Solutions Architects), Product thought leaders and Marketing resources. • Partner closely with colleagues during pre-sales discovery, proof-of-concept (PoC) designs, and technical validations. • Work alongside Account Managers to ensure smooth post-sale transitions and identify account expansion opportunities. Core Commercial Requirements • Track Record: 5+ years of demonstrated success in enterprise B2B SaaS sales, solution consulting, or strategic account management with a proven record of hitting quota targets. • Negotiation Skills: Proven experience navigating multi-stakeholder procurement and structuring high-value enterprise software contracts. • Executive Presence: Exceptional communication skills with the ability to articulate complex technical and data concepts to executive audiences. Domain Expertise (Preferred) • Enterprise Information Architecture: Demonstrated commercial or domain familiarity with Enterprise Information Architecture (EIA) frameworks and semantic modeling is highly desired, enabling you to articulate how unifying siloed enterprise data assets into a semantic layer powers context-rich decision intelligence and Agentic AI workflows. • Knowledge Graphs & Ontologies: High priority on solid domain understanding of knowledge graphs, semantic ontologies, linked data, and the role of the Semantic Layer in enterprise AI and R&D. • Life Sciences Focus: Strong preference for experience selling software, scientific data, or intelligence platforms into Life Sciences, Pharmaceutical, or Biotech accounts. • Industry Standards: Familiarity with Resource Description Framework (RDF) concepts and Open Access (OA) publishing models. Technical Background (Desirable) • Technical proficiency or hands-on data skills (e.g., SPARQL, Python, graph databases) are a bonus/desired, but not required. The primary focus is commercial execution paired with domain fluency. Travel • Willingness and ability to travel 20%–40% for customer meetings, executive briefings, and industry conferences. We're looking for people who are naturally curious about AI and comfortable exploring how it can improve the way we work — you don't need to be an AI expert, but an openness to experiment and adapt is important to us. Don't worry if you don't meet every qualification—let us be the judge! Studies show that many qualified candidates from under-represented groups hesitate to apply unless they meet every single requirement. We are dedicated to building a diverse and inclusive team and strongly encourage you to submit your application. We invest in, nurture and support innovative businesses and technologies that make all parts of the research process more open, efficient and effective. The talent we secure is fundamental to us achieving our vision and our growth plans. The values we live by are: We are brave in the pursuit of better We are collaborative and inclusive We are always open-minded We are from and for the community At Digital Science, our vision is to see research flow seamlessly – trusted, collaborative, and accessible – fueling breakthroughs that push humanity forward. This ambitious mission is one we achieve together, by enabling open, collaborative, inclusive research. We firmly believe that to truly innovate and solve the complex challenges faced by our customers, from researchers and universities to funders and publishers, we need diverse perspectives, experiences, and ideas. A rich mix of voices drives quality insights, fosters enhanced collaboration, and ultimately pushes knowledge forward more effectively. As an equal opportunity employer, we are committed to building and nurturing a workplace where every individual feels valued and belongs. All applicants will be considered for employment without attention to race, colour, religion, age, sex, sexual orientation, gender identity, national origin, veteran, or disability status. Beyond recruitment, we strive to cultivate an environment where inclusivity is woven into the fabric of our culture, enabling everyone to be their best self and do their best work.