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Danaher Corporation Director, North America Sales - Remote in Richmond, Virginia

IDBS is a dynamic and innovative company providing purpose-built software solutions to address the data management challenges prominent across the BioPharma lifecycle and supply chain.

Leveraging more than 30 years of experience in life science informatics, we are uniquely positioned to deliver a portfolio of innovative BioPharma knowledge management technologies to streamline the capture, analysis, reporting and sharing of data required to accelerate the next generation of life-changing therapies.

Cloud-native and analytics-centric, our platforms enable customers in research, development and manufacturing to efficiently and compliantly access critical data and insights to make faster, smarter decisions with greater confidence.

IDBS serves thousands of users across hundreds of organizations around the globe. Our predominant customer base is Life Sciences and includes 23 of the top 25 pharmaceutical companies and more than 250 small and medium-sized pharma and BioPharma companies, CROs, CDMOs and CMOs.

IDBS is one of 10 Life Sciences companies of Danaher. Together, we accelerate the discovery, development and delivery of solutions that safeguard and improve human health.

We are currently seeking a Sales Director, North America that will lead the organization that is responsible for customer acquisition, revenue generation and growth in the North America Region. As a leader of our sales organization, you will lead a multi-disciplinary team to solve some of the hardest challenges emerging for global biopharma companies and their contractors (CROs and CMOs).

We’re a hardworking organization that is working to redefine the way that pharmaceutical, biotechnology, and companies in related industries do business. Come join us!


The following reflects management’s definition of essential functions for this job, but does not restrict the tasks that may be assigned. Management may assign or reassign duties and responsibilities to this job at any time due to reasonable accommodation or other reasons.


  • Set and communicate the vision and mission for North America sales: train, develop, mentor and motivate the account management team to success.

  • Lead a Regional Sales organization, with direct line management of Account Managers to close new business as well as grow existing accounts

  • Direct activities of assigned Business Development Representatives and their efforts in building pipeline

  • Align field execution with the strategic priorities of the business, coaching and mentoring the commercial team to drive funnel and software bookings growth

  • Renew and retain existing customers while growing market share through new customer acquisition

  • Drives sales pipeline tracking, accurate forecasting and reporting by effectively utilizing IDBS’ CRM system (SalesForce)

  • Establish and maintain top-level contact with customers as part of a relationship matrix ensuring IDBS is perceived as a trusted advisor, not merely a vendor. Includes regular interactions with executives of major and prospective clients, working in partnership with the Customer Success Managers


  • Line management of a team of Account Managers within the Sales organization in accordance with Danaher’s Leadership Anchors and best practice to ensure a highly motivated and effective team where talent is retained, and succession strategies developed and executed.

  • Focus on talent development within your team as well as hiring and retaining a diverse and inclusive workforce

  • Set clear performance objectives and goals for the team, aligned to the overall Sales strategy, and work with the HR team to ensure an appropriate competency framework is in place to drive a high performing Sales team.

  • Interview, select, coach, train, instruct, manage, and appraise the performance of associated Sales team members and mentor associates as appropriate.

  • Work with the Sales Leadership to ensure that the Sales function is adequately resourced and trained to deliver an efficient service to internal and external customers.

  • Actively promote and lead the use of Danaher Business System tools within own team through continuous development, integration and effective deployment. Identify opportunities for standard work and implement as appropriate.


  • IDBS requires a bachelor’s degree, preferably scientific/quantitative related field or equivalent

  • Typically has 5+ years of enterprise software sales management experience & can navigate a 12–18-month sales cycle

  • Experience in selling/managing a team selling SaaS products.

  • Accustomed to dealing with complex deals and multiple stakeholders, including VP and C-level decision makers at large organizations

  • Sales approach aligned with Challenger sales methodology and strong commercial acumen.

  • Ability to generate innovative approaches and new or improved solutions to business issues.

  • Able to chart the course – able to balance short term and long-term objectives in line with the company’s long-term strategy and immediate priorities.

The salary range range for this role is $150,000.00 - $175,000.00. This is the range that we in good faith believe is the range of possible compensation for this role at the time of this posting. We may ultimately pay more or less than the posted range. This range may be modified in the future.

This job is also eligible for incentive pay.

We offer comprehensive package of benefits including paid time off, medical/dental/vision insurance and 401(k) to eligible employees.

Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, benefits, or any other form of compensation and benefits that are allocable to a particular employee remains in the Company's sole discretion unless and until paid and may be modified at the Company’s sole discretion, consistent with the law.

We believe in designing a better, more sustainable workforce. We recognize the benefits of flexible, remote working arrangements for eligible roles and are committed to providing enriching careers, no matter the work arrangement. This position is eligible for a remote work arrangement in which you can work remotely from your home. Additional information about this remote work arrangement will be provided by your interview team. Explore the flexibility and challenge that working here can provide


When you join us, you’ll also be joining Danaher’s global organization, where 80,000 people wake up every day determined to help our customers win. As an associate, you’ll try new things, work hard, and advance your skills with guidance from dedicated leaders, all with the support of powerful Danaher Business System (https://www.danaher.com/how-we-work/danaher-business-system) tools and the stability of a tested organization.

Danaher Corporation and all Danaher Companies are committed to equal opportunity regardless of race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. We value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve. Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.The EEO posters are available here (https://www.dol.gov/agencies/ofccp/posters) .We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us at applyassistance@danaher.com to request accommodation. If you’ve ever wondered what’s within you, there’s no better time to find out.