Account Executive

This is a fully remote position, open to applicants in United States, +2 more locations.

📋 Description

• Manage the entire enterprise sales process from prospecting and discovery to negotiation, closing, and handoff.

• Create and oversee a pipeline consisting of around 10–15 active opportunities.

• Formulate strategies for intricate, multi-month sales cycles.

• Conduct consultative discussions with stakeholders from laboratories, scientific fields, quality control, IT, QA/RA, business, engineering, manufacturing, and executive levels.

• Lead discovery sessions and deliver presentations and demonstrations.

• Prepare proposals and negotiate commercial agreements.

• Establish trusted relationships with decision-makers and advocates.

• Collaborate with Marketing, Solutions, Product, and Customer Success teams on outbound prospecting initiatives and opportunity creation.

• Provide a seamless customer experience and enhance Labbit’s visibility within targeted accounts and markets.

• Keep accurate records in CRM and maintain forecasting data.

• Stay informed about trends in laboratory informatics and life sciences, as well as the competitive landscape.

• Represent Labbit at industry events and meetings with customers.

⛳️ Requirements

• Over 5 years of experience in enterprise SaaS sales.

• Demonstrated success in meeting or surpassing sales targets in a B2B setting.

• Background in selling complex, technical solutions with deal sizes typically ranging from 100K–1M+ and sales cycles of 3–18 months.

• Proven experience in acquiring new customers and generating revenue.

• Capability to manage around 10–15 active opportunities throughout the complete sales cycle.

• Proficiency in handling complex, multi-stakeholder enterprise sales.

• Experience in business development and lead generation efforts.

• Background in selling to life sciences sectors such as pharma, biologics, biotech, clinical diagnostics, quality control, manufacturing, and cell and gene therapy, or similar laboratory environments.

• Domain knowledge in QC LIMS and/or laboratory software solutions.

• Strong consultative selling abilities and understanding of intricate laboratory workflows and business challenges.

• Experience in crafting pricing proposals, negotiating commercial and contractual terms, and successfully closing opportunities.

• Comprehensive understanding of enterprise SaaS and subscription revenue models, including ARR, MRR, renewals, and pipeline forecasting.

• Familiarity with CRM tools like HubSpot.

• Exceptional communication, presentation, organizational, prioritization, and problem-solving skills.

• Bachelor’s degree or equivalent experience.

• Knowledge of laboratory compliance and regulatory standards such as CLIA, CAP, GMP, 21 CFR Part 11 & 820, and ISO/IEC 17025.

• Experience engaging stakeholders in laboratory, quality, IT, manufacturing, and operations.

• Awareness of the informatics requirements for genomic, proteomic, molecular diagnostics, cell and gene therapy, biologics, and pharmaceutical organizations.

• Understanding of the competitive landscape in LIMS, laboratory informatics, and related life sciences software.

• Experience selling to CROs, biotech firms, pharma companies, QC manufacturing, or other highly regulated laboratory sectors.

• Proven ability to build relationships with industry partners to identify target segments and create new pipeline opportunities.

🏝️ Benefits

• Competitive vacation policy.

• Flexible health spending account / Health Insurance.

• RRSP / 401 K matching program.

• Annual budget for professional development.

• Attractive variable compensation plan.