We're hiring a Sales Director who is an exceptional closer and proven hunter. You'll convert qualified opportunities into signed studies, grow your accounts, and build new pipeline in your segments.
Your customers are mid to large companies in functional ingredients, food, beverage, supplements, and pet that either sell premium ingredients B2B or sell premium branded products B2C. You'll position Radicle Science as an innovation and IP partner, not just a study vendor.
You'll start alongside a new Inside Sales Representative who qualifies inbound demand and routes SQLs to the team, so your time goes to closing.
Company: Radicle Science (Public Benefit Corporation)
Location: Remote (U.S. required), Pacific hours, travel 25 to 40%
Reports to: Chief Commercial Officer
Type: Full-time
What You'll Do
Close and Grow Bookings
- Achieve quarterly and annual sales targets, monitoring performance and taking corrective action early.
- Take SQLs from Inside Sales and your own prospecting through to signature: discovery, scoping, proposal, negotiation, and close.
- Negotiate tailored proposals, pricing, and terms that win the deal and protect margin.
- Develop and retain customers as their primary contact, and expand accounts into repeat studies and multi-study programs.
- Hunt new logos in your segments to build pipeline beyond inbound.
Run the Business by the Numbers
- Build annual customer-level forecasts and manage monthly forecasting; Maintain an accurate forecast, make clear commit calls, and consistently deliver against them.
- Track your pipeline coverage, win rate, cycle length, and stage conversion, and adjust your plan when they slip.
- Review pipeline and forecast with the CCO weekly, and raise risks before they become misses.
- Keep HubSpot accurate for every activity, opportunity, and forecast.
Speak the Science
- Engage credibly with customer R&D, regulatory, and scientific stakeholders on study design, endpoints, and claims.
- Translate Radicle's clinical methodology into commercial value, and bring in Radicle's science team when deeper expertise is needed.
Work Cross-Functionally
- Collaborate cross functionally to scope studies, craft solutions, and support long-term client satisfaction.
- Give Inside Sales feedback on SQL quality and Marketing feedback on messaging.
- Share category, customer, and competitive insights with the team.
- Use AI tools daily to speed up research, prospecting, and proposals.
- Travel to shows, client meetings, and team gatherings (25 to 40%).
What We Need
- 7+ years of B2B sales or business development with direct revenue responsibility, across more than one nutrition segment: food and beverage, supplements, functional ingredients, or pet.
- Experience selling clinical research, scientific services, clinically supported ingredients, formulation services, or other complex technical solutions into nutrition, wellness, food/beverage, supplements, ingredients, or adjacent markets.A closer: a proven record of meeting or exceeding quota, with deals you ran end to end, including pricing and terms negotiation.
- A hunter: a record of opening new logos, not just managing an inherited book.
- Data driven: you forecast accurately, manage your pipeline by its metrics, and make decisions from the data.
- Accountable to the number: you own your target and execute the plan with the CCO and cross-functional support.
- Science fluency: you can discuss study design, endpoints, and health claims with R&D and regulatory teams. You don't need to be a scientist.
- Thrives cross-functionally: you work well with science, operations, and marketing teams to get deals scoped, sold, and delivered.
- Excellent negotiation, presentation, and written and oral communication skills, with strong in-person presence.
- Highly proficient in HubSpot and/or Salesforce, with experience in reporting and forecasting.
- High proficiency with AI tools for sales.
- Bachelor's degree in a related field.
Nice to Have
- Experience selling CRO services or other clinical research, or working with clinical evidence for health claims.
- Life science training or background.
- Existing relationships with ingredient suppliers and brands in food, beverage, supplements, or pet.
- Experience selling multi-year or recurring programs rather than one-off projects.
How success is measured
Success means hitting the number predictably, with closed bookings coming first and new logos close behind.
MeasureWhat good looks likeBookings100% at or above quarterly and annual targetsForecast accuracyMonthly closed bookings within 10% of commitWin rateStrong conversion of SQLs and owned opportunities to winsPipeline coverage3x next quarter’s target in qualified pipelineNew logosNew customers signed each quarter in your segmentsAccount expansionRepeat and multi-study business from existing accountsProactive CRM hygiene100% of active opportunities have a current stage, amount, close date, and next step
