Enterprise Sales Director - Fonto

Job Purpose

RWS is seeking a results-oriented Enterprise Sales Director to lead the growth and adoption of Fonto One within the pharmaceutical and life sciences sector. This individual will be responsible for building and closing a robust pipeline of opportunities with enterprise-level pharmaceutical organizations. This is a highly strategic role that requires a consultative sales approach, deep domain expertise, and the ability to position complex SaaS solutions to regulatory, IT, and content operations stakeholders.

 

About Fonto  

Fonto One is RWS’s AI-driven Structured Content Authoring (SCA) platform designed specifically for the pharmaceutical industry. It enables life sciences organizations to automate and streamline their eCTD (electronic Common Technical Document) content development processes. Fonto One integrates structured authoring, intelligent content reuse, and workflow automation to accelerate regulatory submissions and improve compliance.

 

Job Overview

Key Responsibilities

• Own and execute the full sales cycle for Fonto One: from lead generation through proposal, negotiation, and close
• Develop strategic account plans to penetrate and expand within top-tier pharmaceutical clients
• Clearly articulate the business value of Fonto One, aligning the solution to customer needs and regulatory pain points
• Collaborate closely with product, marketing, solutions consulting, and customer success teams to drive product-market fit and customer satisfaction
• Maintain accurate pipeline forecasts and achieve quarterly and annual revenue targets
• Represent RWS at industry events, conferences, and client workshops
• Stay current on trends in eCTD, structured content, AI in life sciences, and regulatory technologies

 

Skills & Experience

• 5–7 years of successful experience selling SaaS solutions to the pharmaceutical and life sciences industry
• Proven track record of closing enterprise deals with long sales cycles and complex stakeholder landscapes
• Deep understanding of regulatory content processes in pharma, including eCTD, structured authoring, and submission workflows
• Excellent communication, presentation, and interpersonal skills
• Ability to collaborate in a matrixed global organization and influence cross-functional teams
• Strong consultative selling and strategic account management skills
• Self-motivated, goal-oriented, and comfortable with remote work environments
• Bachelor’s degree required; advanced degree or MBA is a plus

 

Prefered Qualification

• Familiarity with structured content authoring platforms, XML/DITA, and content management systems
• Experience selling AI-enabled or content automation solutions
• Knowledge of FDA/EMA submission processes and global regulatory frameworks
• Experience working with tools such as Salesforce, Outreach, and LinkedIn Sales Navigator

 

Base Pay

$108,000 - $180,500 per annul (plus commission and benefits) 

 

Actual rate of pay may vary based on factors including, but not limited to: position offered, location, education, training, and/or experience. Total compensation may also include variable incentives, bonuses, benefits, and/or other perks, as outlined in any formal offer made. 

 

*Candidates must reside in State advertised to be considered

Life at RWS

Life at RWS - If you like the idea of working with smart people who are passionate about growing the value of ideas, data and content by making sure organizations are understood, then you’ll love life at RWS. 

 

Our purpose is to unlock global understanding. This means our work fundamentally recognizes the value of every language and culture. So, we celebrate difference, we are inclusive and believe that diversity makes us strong. We want every employee to grow as an individual and excel in their career. 

 

In return, we expect all our people to live by the values that unite us: to partner, putting clients fist and winning together, to pioneer, innovating fearlessly and leading with vision and courage, to progress, aiming high and growing through actions and to deliver, owning the outcome and building trust with our colleagues and clients.

 

RWS embraces DEI and promotes equal opportunity, we are an Equal Opportunity Employer and prohibit discrimination and harassment of any kind. RWS is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and