Account Executive, Mid-Market

This is a fully remote position, open to applicants in California, +8 more states.

📋 Description

• Identify and generate new business opportunities with pharmaceutical companies, biotechs, and CROs within the drug development sector.

• Conduct research to pinpoint and engage potential clients, focusing on executives and leaders in regulatory strategy and operations, medical writing, and technology innovation.

• Collaborate with the Marketing team to design and implement outbound campaigns through phone, email, and social media channels.

• Interact with prospects to understand their challenges, qualify sales opportunities, identify stakeholders and budgeting processes, and evaluate competitive engagements.

• Oversee the sales pipeline from the initial engagement to closing deals.

• Collaborate with leadership on negotiations, draft and present contracts, and nurture relationships for long-term partnerships.

• Maintain an in-depth understanding of product capabilities, features, benefits, and roadmap priorities.

• Assist in customer onboarding and implementation processes.

• Record lead interactions, qualification status, and pipeline data in CRM tools such as HubSpot, Tableau, and Salesforce.

• Represent the company at industry events, trade shows, and conferences.

• Encourage prospect and customer participation in podcasts, webinars, user groups, and speaking engagements.

• Investigate industry trends, regulatory updates, and customer challenges.

• Achieve or surpass monthly and quarterly bookings, engagement, and conversion objectives.

• Regularly update leadership on progress and outcomes.

⛳️ Requirements

• A minimum of 8 years of experience in business development or sales, particularly in software sales within the life sciences, pharmaceutical, biotechnology, or clinical research sectors.

• Prior experience in selling directly to startups and biotechs in the drug development arena is preferred.

• Knowledge of the regulatory landscape and drug development processes.

• Excellent verbal and written communication skills.

• Ability to engage and influence senior-level decision-makers within complex industries.

• Demonstrated success in engaging prospects, qualifying leads, and developing compelling opportunities throughout the sales funnel.

• Proficient in working with CRM systems, email automation tools, and various sales enablement platforms.

• Highly driven, organized, and capable of working independently to achieve or exceed sales targets.

• A strong passion for innovative technologies, especially in AI and automation.

• A Bachelor's degree in Life Sciences, Business, or a related discipline is mandatory.

• Experience with SaaS or document management solutions is essential.

• Proven contract sales experience is required.

• Familiarity with FDA, EMA, ICH guidelines, or other regulatory bodies is advantageous.

• Previous experience in the biotech, pharmaceutical, or clinical research fields is highly desirable.

• Willingness to travel up to 50% for prospect/customer meetings, trade shows, and events.

🏝️ Benefits

• Quota-based variable compensation structure (OTE $280,000 to $330,000).

• Performance-based incentives.

• Equity options.

• Comprehensive health, dental, and vision insurance.

• Generous paid time off (PTO).

• Parental leave.

• OneMedical access.

• TalkSpace services.

• Teladoc availability.

• Opportunities for career development.

• Remote work flexibility.