Director of Sales (West)

Why Weave Exists 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 Director of Sales, reporting to our Vice President of Sales. In this role, you will lead and develop a team of mid-market Account Executives, each owning a regional territory of mid-market Biotechnology, Pharmaceutical, and CRO accounts. Your mission is to lead a world-class sales team: one defined by inspiration, insightful coaching, rigorous deal discipline using MEDDIC, internal collaboration and a deep understanding of how life sciences companies buy and adopt transformative technology. You will partner closely with Marketing, Product, and Customer Success to sharpen our go-to-market motion, and ensure our Account Executives are equipped to run a consistent, high-quality sales motion. As a commercial leader, you will also play a key role in scaling the team including sourcing, interviewing, and developing the next generation of sales talent at Weave. Travel is expected 60-70% of the time within the territory meeting customers with Account Executives. What You’ll Own Manager Development & Team Building Lead, coach, and grow a team of 4-6 mid-market Account Executives, providing hands-on guidance on running a rigorous sales process, developing the AE’s current capabilities, and building a strong pipeline within Biotech, Pharma, and CRO verticals. Own the lifecycle for recruiting, hiring and developing the sales team: design a differentiated interview process that surfaces coachability, sales acumen, and life sciences fluency, then onboard and ramp new hires with speed and intention. Grow the team thoughtfully as Weave scales — anticipate capacity needs, build a strong candidate pipeline, and maintain a high bar for talent. Deal Excellence & Sales Process Instill and reinforce a MEDDIC-based selling framework across all AE’s; conduct structured deal reviews that interrogate qualification, stakeholder mapping, and path to close with rigor and consistency. Own forecast accuracy and pipeline health across the mid-market segment; leverage CRM data and deal inspection to surface risks early and drive corrective actions. Engage as an executive sponsor on strategic deals, modeling best-in-class discovery, objection handling, and value-based selling for managers and their teams. Strategy & Cross-Functional Leadership Define and continuously sharpen the Ideal Customer Profile for mid-market; partner with Marketing and Product to align ICP-driven campaigns, messaging, and product roadmap priorities with real-world buyer behavior. Contribute to territory design, quota setting, and compensation planning; serve as a key voice in cross-functional leadership discussions. Collaborate with Customer Success and Product to close the loop between customer input and platform development, ensuring Weave remains tightly aligned with evolving customer needs across the life sciences ecosystem. What You’ll Bring Leadership & Coaching A distinctive, intentional approach to interviewing and developing sales talent — you have a proven method for identifying A-players and a track record of growing them into top performers. Deep coaching instincts: you know how to get inside a deal, ask the right questions, and help Account Executives navigate difficult situations — without taking over. A customer-obsessed, high-accountability leadership style that thrives in fast-moving environments and sets a clear cultural standard for the teams you lead. Experience & Qualifi