Head of Sales

Job Description

Job Description

About 20/20 Onsite

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.

Summary

The Head of Sales is responsible for leading revenue execution and sales organization performance at 20/20 Onsite. This role owns pipeline development, revenue forecasting, and the overall performance of the Sales and Account Management teams to ensure the company consistently achieves its commercial growth targets.

Reporting directly to the CEO, the Head of Sales will lead the sales organization across pipeline generation, opportunity strategy, pricing execution, and client engagement. This individual will ensure sales activities align with the company’s commercial strategy while maintaining strong forecasting accuracy and operational discipline across the pipeline.

Responsibilities

Revenue Leadership & Forecasting

• 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.

Sales Organization Leadership

• 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.

Pipeline & Opportunity Strategy

• 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.

Strategic Client Engagement

• 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.

Commercial Alignment & Market Insight

• 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.

Qualifications

Required Experience

• 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.

Preferred Experience

• 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.

At 2020 On-site, we see differently. And if you do too, we should chat.

If you feel you meet 70% of the qualifications we are looking for and share our vision and values, we encourage you to apply. We promise to consider your application fully. 

We strive to build a team that reflects the diversity of the communities where we live, work, and take our services to. We encourage applications from traditionally underrepresented groups such as women, visible minorities, Indigenous peoples, people identifying as LGBTQIA+, veterans, and people with disabilities. If we can make this easier through accommodation in the recruitment process, please let us know.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status or status as an individual with a disability.

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