Account Executive, Enterprise

This is a fully remote position, open to applicants in North America.

📋 Description

• Take ownership of the entire sales cycle for the most significant and intricate new business opportunities, ranging from initial discovery to demo, proposal, procurement, security review, and closure.

• Construct and implement strategic account plans that identify stakeholders, decision-making criteria, and risks within multi-threaded buying committees.

• Collaborate with marketing, BDR, and product teams to generate pipeline in targeted accounts and influence the enterprise go-to-market strategy.

• Cultivate in-depth knowledge of the industry, regulatory environment, and competitors to effectively communicate value to senior leaders in quality, regulatory, and operations.

• Deliver precise forecasts and maintain transparent pipeline visibility throughout extended sales cycles, ensuring thorough opportunity management in Salesforce.

• Work collaboratively with solutions engineering, customer success, legal, and security teams during procurement and onboarding processes.

• Provide feedback to product, marketing, and leadership teams to enhance positioning, packaging, and enablement efforts.

• Propel company growth by acquiring and expanding strategic new logos while consistently surpassing quotas.

⛳️ Requirements

• A minimum of 7 years of SaaS sales experience, demonstrating a strong history of closing complex, multi-stakeholder deals in strategic or enterprise segments.

• Experience selling to large, regulated organizations that have formal procurement, legal, and security review processes is an advantage.

• Ability to manage longer sales cycles (over 90 days) and navigate multi-threaded buying committees that include C-level and functional leaders.

• Proven expertise in developing and executing strategic account plans, rather than just responding to inbound requests.

• Familiarity with Salesforce and a contemporary sales stack to effectively manage pipeline, provide accurate forecasts, and remain organized throughout extensive sales cycles.

• Outstanding written and verbal communication skills; capable of presenting a compelling value proposition to both a VP of Quality and a CFO within the same week.

• An intellectually curious mindset with strong active listening abilities and a consultative approach to discovery.

• Comfortable navigating ambiguity and contributing to the sales process as you work, rather than merely following a predefined playbook.

• Highly driven and goal-oriented, with a proven history of exceeding sales quotas.

• Background in selling to life sciences, biopharma, medtech, diagnostics, or other regulated sectors.

• Experience as an early or founding enterprise seller at a growth-stage SaaS or AI-driven organization.

• Track record of consistently enhancing productivity metrics and personal sales performance.

🏝️ Benefits

• Competitive salary

• Matching 401k

• Medical, Dental, and Vision Benefits

• Dependent & Health FSA, Short/Long Term Disability, Basic & Voluntary Life Insurance

• Flexible time off policy

• Company allowance for home office supplies

• 12 weeks paid parental leave

• Opportunity to make a difference by helping life-saving products reach the market