Director of Sales (Enterprise Hunter)

Target Location: San Francisco Bay area, LA, OR San Diego area preferred

Category: New-logo enterprise services (custom software development, product engineering, and custom hardware development)

Reporting to: Executive Leadership

Travel: Regional and national, as needed for enterprise pursuits

Role Overview

This role is a senior, front-line new-logo sales position focused on selling custom software and custom hardware development services into regulated and innovation-driven markets. The Director of Sales will be responsible for opening net-new enterprise relationships, shaping early engagements, and converting initial projects into long-term services partnerships.

This is not an IT services, staffing, or managed services role. It is designed for a seller who understands how organizations buy product engineering, application development, and custom hardware build services, and who is comfortable leading complex, consultative sales cycles from first conversation through signed statements of work.

Why This Role Exists

Our client is a growth-stage services organization delivering end-to-end software and hardware development for customers that require high accountability, technical depth, and execution certainty. Core customers include medical groups, physician organizations, digital health companies, medtech manufacturers, and other enterprises building proprietary platforms, products, or devices.

The organization operates with senior, product-oriented delivery teams capable of supporting the full lifecycle—from discovery and architecture through development, validation, and iteration—across software platforms, embedded systems, connected devices, and integrated hardware-software solutions.

This role exists to expand market presence, develop new customer relationships, and create durable revenue through repeatable services engagements.

What You’ll Be Responsible For

New-Logo Sales Execution

• Own and execute a net-new logo sales motion across healthcare, life sciences, medtech, and adjacent enterprise markets.
• Identify organizations with active or upcoming needs for custom software, product engineering, or hardware development services.
• Lead consultative sales cycles from first meeting through signed SOW.

Opportunity Development & Deal Shaping

• Lead discovery conversations to understand product vision, technical constraints, regulatory requirements, and delivery expectations.
• Partner with engineering and delivery leaders to scope solutions, define engagement models, and structure commercial terms.
• Shape opportunities that begin as pilots, proofs of concept, or initial builds and expand into multi-phase programs.

Pipeline Ownership

• Personally source, qualify, and advance opportunities.
• Maintain disciplined pipeline management, forecasting, and CRM hygiene.
• Build sufficient pipeline coverage to support consistent new-logo closure.

Account Expansion

• Establish trusted-advisor relationships with technical and business stakeholders.
• Expand initial engagements into follow-on software releases, hardware iterations, and long-term product partnerships.
• Maintain margin discipline while supporting growth and account expansion.

Ideal Customer Profile (ICP)

Priority Industries

• Digital health and healthcare providers
• Medtech and medical device companies
• Life sciences and regulated product organizations
• Select non-healthcare markets where custom software or hardware development is mission-critical

Buyer Personas

• CTO, CIO, and Chief Technology Officers
• VPs of Engineering, Product, or Platform
• Heads of R&D, Innovation, or Digital Transformation
• Senior leaders responsible for outsourced product or device development

Typical Engagement Types

• Discovery, prototyping, and MVP development
• Custom application and platform builds
• Software platforms integrated with hardware or connected devices
• Dedicated development teams or product squads
• Ongoing product and device lifecycle support

Experience & Background

• 7–12+ years of experience selling custom software development, product engineering, or hardware development services.
• Demonstrated success in net-new logo acquisition within enterprise or upper-mid-market environments.
• Experience selling into healthcare, medical, medtech, or other regulated industries is strongly preferred.
• Familiarity with how buyers evaluate and select partners such as digital product studios, global engineering services firms, and specialized hardware development companies.
• Comfortable competing against both large, global engineering providers and highly specialized niche firms.

Who This Role Is Best Suited For

• A sales leader coming from a software development, product engineering, or custom hardware services firm.
• Someone who understands the commercial and delivery realities of build-and-deliver services, not resale or staffing models.
• A hunter who thrives in open-ended markets, enjoys opening new doors, and is comfortable helping shape go-to-market direction.

Positioning Note: This role is intentionally structured to attract candidates with experience selling true development services—software, hardware, or both—rather than traditional IT services or staffing offerings.