Head of Enterprise Sales

At Weave, our mission is to evolve how therapeutic knowledge is captured, transformed, and communicated throughout drug development. We do this by equipping human experts with AI instruments to enable drugs to be brought to patients as rapidly, safely, and inexpensively as possible.

The Weave Platform streamlines regulatory workflows from start to finish by intelligently, creatively, and effectively infusing every step with AI. Together with our customers, Weave is designing and building the AI workbench for the entire therapeutic lifecycle.

The Role & Your Mission

We are seeking a seasoned Head of Enterprise Sales to sharpen and scale our go-to-market (GTM) sales strategy, and drive predictable revenue attainment. This role will oversee a team of 3-6 Account Executives, ensuring disciplined pipeline management, high win rates, and scalable processes. Reporting to the CEO, the Head of Enterprise Sales will play a critical role in accelerating Weave’s growth by building a high-performance sales culture, refining our enterprise selling motion, and partnering cross-functionally to align GTM execution with customer and market needs.

What You’ll Own

• Set territory sales goals, pipeline targets, and incentive structures aligned with new business growth objectives.
• Establish and drive a strategic, account-based sales motion
• Drive predictable revenue through accurate forecasting and disciplined pipeline management.
• Collaborate cross-functionally with Customer Success, Marketing, and Product to ensure GTM alignment and consistent value messaging.
• Lead by example on high-value enterprise deals and support the team in complex negotiations.

Team Building & Management

• Recruit, train, and develop a high-performing enterprise SaaS sales team.
• Coach new hires to ramp rapidly and support the ongoing training and development of the sales team.
• Establish week-over-week accountability for deal progression.
• Refine and scale the existing sales process; build a playbook for repeatability that anchors around optimized pipeline coverage, forecast accuracy, sales cycle length (velocity), win rate and quota attainment.
• Lead weekly pipeline reviews and quarterly business reviews, keeping performance-driven culture front and center.

Operational Oversight

• Optimize CRM usage (HubSpot) to ensure pipeline visibility, KPI tracking, and data integrity.
• Establish sales dashboards for internal use and leadership reporting.
• Monitor industry and competitive trends to inform pricing strategy and customer engagement models.
• Ensure compliance with procurement, contracting, and data security requirements in enterprise deals.

What You’ll Bring

• 10+ years of SaaS sales experience with at least 5+ years in a sales leadership role.
• Demonstrated success managing enterprise sales teams selling into pharma is required.
• Proven track record of exceeding quarterly and annual bookings/revenue goals.
• Strong leadership and coaching ability with excellent communication skills.
• Skilled in pipeline management, forecasting, and effective system use (e.g., CRM).
• Ability to engage with C-level executives and influence strategic decision-making.
• Bachelor's degree in Life Sciences, Business or a related field is required, advanced degree is preferred.
• Experience with SaaS or document management solutions is required.
• Documented sales management/leadership experience with teams managing business pipelines from identification to contract signing.
• Up to 50% travel for prospect/customer meetings, tradeshows and events.

What We Offer

The opportunity to work at a modern, cutting-edge healthcare technology company devoted to meaningful positive impact on human life. Collaboration, velocity, and customer obsession are our baseline, demonstrations of craftsmanship and ROI are celebrated.

Competitive salary ($250,000 - $300,000) with performance-based incentives (OTE $400,000 to $500,000) plus equity.

Comprehensive health, dental and vision insurance.

Take care of you and yours: generous PTO, parental leave, OneMedical, TalkSpace, Teladoc.

Career development opportunities within a company entering a growth phase.

This position is based in San Francisco or Boston with flexibility to occasionally work remote.

Equal Opportunity Employer: We are committed to creating a diverse environment and are proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

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