Senior Director - Enterprise Sales (HLS)
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AI Summary
Drive net new enterprise logo acquisition and multi-year digital transformation initiatives within the Health and Life Sciences sectors. Lead complex sales pursuits by leveraging the TCS global client base and managing C-level stakeholder relationships.
Sr. Director - Enterprise Sales (HLS)
We are looking for a highly experienced Enterprise Sr. Sales Director to accelerate our growth within the Health and Life Sciences (HLS) sectors. As a wholly owned subsidiary of TCS, one of the world’s largest global IT firms, Coastal brings unmatched scale, credibility and an existing enterprise customer base to every pursuit. A seasoned enterprise operator who thrives on the road, commands C-suite boardrooms, and knows how to architect multi-million-dollar and multi-year digital transformation deals.
The ideal candidate possesses deep roots within the Salesforce ecosystem as well as adjacent platform systems such as ERP, Snowflake, MuleSoft, and Tableau, which define the integration landscape across many enterprise client firms. The role will be required to understand that winning tier one enterprise accounts requires a blend of technical credibility, strategic leadership and patience, and high-touch, face-to-face relationship building. This role will require the development of deal pursuit strategy, ability to collaborate across multiple partner channels and the leadership capabilities to bring multiple teams together to collaborate and execute on the deal strategy. This individual will know how to navigate and activate the global enterprise account ecosystem, leveraging existing and TCS client relationships to open doors, accelerate trust and position Coastal as the Salesforce center of excellence within these engagements.
Role Responsibilities:
We are looking for a highly experienced Enterprise Sr. Sales Director to accelerate our growth within the Health and Life Sciences (HLS) sectors. As a wholly owned subsidiary of TCS, one of the world’s largest global IT firms, Coastal brings unmatched scale, credibility and an existing enterprise customer base to every pursuit. A seasoned enterprise operator who thrives on the road, commands C-suite boardrooms, and knows how to architect multi-million-dollar and multi-year digital transformation deals.
The ideal candidate possesses deep roots within the Salesforce ecosystem as well as adjacent platform systems such as ERP, Snowflake, MuleSoft, and Tableau, which define the integration landscape across many enterprise client firms. The role will be required to understand that winning tier one enterprise accounts requires a blend of technical credibility, strategic leadership and patience, and high-touch, face-to-face relationship building. This role will require the development of deal pursuit strategy, ability to collaborate across multiple partner channels and the leadership capabilities to bring multiple teams together to collaborate and execute on the deal strategy. This individual will know how to navigate and activate the global enterprise account ecosystem, leveraging existing and TCS client relationships to open doors, accelerate trust and position Coastal as the Salesforce center of excellence within these engagements.
Role Responsibilities:
- Engage with C-level stakeholders (CIOs, CTOs, CROs, CMOs) at leading HLS firms to drive multi-year digital transformation initiatives and win major enterprise “logo” accounts.
- Drive net new enterprise logo acquisition through executive relationship development, VC/PE ecosystem connectivity, major industry forums, and coordinated activation of the TCS global client base to identify whitespace Salesforce opportunities within existing TCS accounts.
- Manage the entire customer relationship lifecycle, ensuring that Salesforce solutions bridge the gap between enterprise systems and large-scale, high-volume management architectures.
- Lead deep discovery conversations that uncover technical debt, legacy system constraints, and strategic business goals related to recurring revenue models, global churn reduction, and enterprise scalability.
- Present sophisticated Salesforce solutions that align with the long-term strategic objectives and digital roadmaps of enterprise HLS firms.
- Provide professional after-sales governance and executive oversight to enhance customer lifetime value (LTV) and ensure long-term, multi-phase platform adoption, including coordinating with Coastal and TCS delivery leadership on enterprise accounts where Coastal operates as the Salesforce practice within larger enterprise account engagements.
- Maintain rigorous forecasting and pipeline management, accurately reflecting the strategic, long-cycle nature of complex enterprise tech pursuits.
- Provide strategic guidance to Business Development and pre-sales resources engaged on enterprise pursuits, supporting stakeholder mapping and executive-level value articulation.
- Engage deeply with Salesforce HLS-focused RVPs and AEs to co-sell and build a reputation as the preferred global partner for complex implementations, while also aligning with TCS client partners and TCS solution partners to position Coastal as the dedicated Salesforce center of excellence within a broader digital transformation portfolio.
- Partner with Leadership to align enterprise business development with robust, scalable delivery methodologies and complex DevOps-centric environments.
- Collaborate with Delivery and Pre-Sales leadership to ensure that pursuit strategy, commercial structure and SOW architecture reflect the full complexity of multi-year, multi-phase enterprise engagements.
- Regular executive presence at client sites and major industry events with sustained face-to-face relationship investment is a defining characteristic of how enterprise deals are won and retained.
Experience/Skills Required:
- 15+ years proven expertise Enterprise Sales Leadership across enterprise accounts focused on Salesforce-centric roadmaps; with a demonstrable record of closing high-value, multi-year engagements in professional services. Deal complexity and deal size are the measures that matter.
- Proven Portfolio Growth: Demonstrable experience navigating complex procurement, legal, and political landscapes of enterprise-level HLS firms.
- Deep experience in the Salesforce Ecosystem, specifically with enterprise-grade clouds such as Revenue Cloud (CPQ), Communications Cloud, or Media Cloud. Prior experience, selling within or alongside a global system integrator (GSI) and navigating the co-sell and account team dynamics that define large GSI-led pursuits is strongly preferred.
- Consultative, strategic mindset with an advanced understanding of complex subscription billing models, usage-based pricing, and global digital content distribution.
- Mastery of the Salesforce portfolio’s enterprise capabilities, including MuleSoft for high-volume, legacy API integrations and Tableau for enterprise-wide churn and sentiment analysis.
- Ability to “project manage” long-cycle, complex sales pursuits involving multiple internal and external technical and executive stakeholders.
- Exceptional organizational skills with a focus on managing high-value, complex pipelines and technical pre-sales complexity.
- Manage the full enterprise sales lifecycle within Salesforce, from initial opportunity creation through multi-year account expansion, maintaining pipeline integrity, forecast accuracy, and executive-level visibility across long-cycle, complex pursuits
- Must have full-time permanent US work authorization.
Additional Preferred Experience/Skills:
- Bachelor’s Degree preferred, or equivalent experience
- Experience as a Salesforce Consultant, preferably at an implementation partner
- Prior experience operating within or selling alongside global system integrators and familiarity with GSI account team structures, co-sell motions and enterprise delivery governance.
Why Coastal, and what we offer:
- Flexible working hours with an emphasis on a life-work balance (in that order!)
- Unlimited Paid Time Off (RTO), 401K with Company Match, and Medical, Vision, & Dental coverage
- Competitive quarterly bonus opportunities
- Continuing education & certification reimbursements, specifically within the Salesforce & Snowflake ecosystems; plus occasional in-house competitions with spot bonuses
- A flexible and fun team culture! We value transparency, support, flexibility, growth, teamwork, fun, and so much more
- Quarterly All-Hands calls to bring the company together, and an open-door leadership policy with access to mentorship and guidance
- Opportunities for accelerated growth, networking, and career guidance and support
- Trust, transparency and respect across all levels of the company
Coastal provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.
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