Head of Sales

2020 On-site • Everett, MA

1d

About The Position

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.

Requirements

• 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.

Nice To Haves

• 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.

Responsibilities

• 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.
• 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.
• 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.
• 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.
• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed