Sales Director in Edinburgh

Cranmore Executive Search is exclusively partnering with a rapidly scaling SaaS organisation operating at the forefront of Life Sciences intelligence. The company is entering a dynamic growth phase - expanding its global footprint, elevating its Life Science practice, and accelerating innovation across its platform. As part of this expansion, they are appointing a highly accomplished Sales Director – New Business to drive strategic growth within key Pharmaceutical and Medical Device markets.

About the Company:

Our client provides an enterprise intelligence platform that empowers Life Science teams to navigate complex regulatory environments with clarity and confidence. By unifying data from global authorities, internal systems, premium content sources, and the open web, their solution enables regulatory, compliance, and quality functions to activate intelligence and take decisive action. With AI-powered search, summarisation and workflow automation at its core, this organisation is defining a new market category in “intelligence activation” - and now scaling rapidly to meet increasing global demand.

The Opportunity:

This is a pivotal commercial hire. You will be responsible for generating net-new enterprise business in Life Sciences, shaping market presence during a period of significant expansion, and helping steer the company’s growth trajectory.

Key Responsibilities:

• Drive new business development across a defined Life Sciences territory, focusing on Large to Mega-Cap Pharmaceutical and Medical Device companies.
• Own complex commercial cycles, managing deals typically worth $100K–$250K ARR and contributing to an annual quota of approximately $1M.
• Build and maintain a high-quality pipeline, combining strategic outbound engagement with marketing-generated inbound opportunities to sustain a pipeline at 2x quota.
• Partner with Marketing on refined outreach initiatives to engage senior decision-makers and accelerate deal momentum.
• Map and navigate multi-stakeholder buying groups, developing compelling business cases and delivering tailored solutions aligned to customer outcomes.
• Lead and close negotiations, collaborating with internal teams to secure high-value, mutually beneficial agreements.
• Represent the business at industry events, conferences, and client meetings to enhance visibility and credibility within the Life Sciences sector.
• Ensure accurate forecasting and CRM discipline, providing clarity throughout the entire sales cycle.

Experience & Skills Required:

• 10+ years’ experience selling SaaS, data or technology solutions into the Life Sciences industry.
• Experience selling into Regulatory Affairs, Regulatory Intelligence or Compliance functions is beneficial.
• Demonstrated success managing large, multi-stakeholder enterprise sales cycles.
• Proven consultative and value-based selling capability within complex global environments.
• Strong pipeline management and forecasting skills (Salesforce preferred).
• Familiarity with Microsoft tools and sales cadence platforms such as Outreach.
• Experience contributing to MSAs and SOWs.
• Collaborative, resilient, and motivated by the energy of a scaling business.

What’s on Offer:

• A highly competitive compensation package with uncapped, performance-enhancing commission.
• A dedicated marketing partner focused on supporting high-quality lead generation.
• A product and engineering organisation committed to innovation and strengthening their Life Sciences leadership.
• The opportunity to join at a defining scale-up moment—where influence is immediate and career progression can be accelerated.