Account Executive, Mid-Market Pharma & Lifesciences

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

📋 Description

• Take charge of the mid-market pharmaceutical and life-sciences sector, overseeing the sales pipeline and meeting quarterly and yearly revenue goals.

• Manage the complete sales process from outbound prospecting and qualification through to discovery, demonstration, proposal, negotiation, and closure.

• Acquire new mid-sized pharmaceutical and life-sciences clients for Esko's validated brand software, beginning with WebCenter Go.

• Establish trusted-advisor relationships with stakeholders in marketing, regulatory, procurement, packaging, and IT.

• Position validated software concerning process control, traceability, data integrity, inspection readiness, speed to market, quality, and risk mitigation.

• Create account plans that identify opportunities for upselling, cross-selling, and growth.

• Collaborate with Solutions Consultants and Customer Success Managers for product demonstrations and value assessments.

• Work alongside Marketing on regional demand-generation initiatives and convert incoming leads into qualified opportunities.

• Represent Esko at pertinent events.

• Examine win/loss patterns, competitive factors, and market indicators to refine go-to-market and territory strategies.

• Provide pipeline reports, forecasts, and maintain Salesforce CRM accuracy.

• Advocate for Esko's value proposition and articulate platform ROI.

• Travel as necessary for business requirements and customer interactions.

⛳️ Requirements

• Experience in selling to the life sciences sector (pharmaceuticals, biotech, medical devices, CDMO, or consumer health), preferably software related to GxP, quality, regulatory, or labeling processes.

• Proven track record of navigating multi-stakeholder SaaS sales within a mid-market setting.

• Familiarity with CRM systems (Salesforce or similar) for managing pipelines, forecasting, and reporting.

• Excellent written and verbal communication skills, capable of presenting to both technical and business audiences.

• Background in selling validated SaaS, quality management, regulatory, labeling, artwork management, document management, or compliance solutions.

• Experience with value-based or consultative selling techniques such as MEDDIC.

• Working knowledge of computer system validation (CSV/CSA), 21 CFR Part 11, and validated SaaS implementation and maintenance.

• A minimum of a Bachelor's degree.

• MBA or equivalent is preferred.

• Must be eligible to work in the United States within the Eastern or Central time zones.

🏝️ Benefits

• Generous PTO policy.

• Flexible work hours.

• Professional onboarding and training opportunities.

• Career coaching and development programs.

• Health benefits including medical, dental, and vision insurance.

• 401(k) plan.

• Eligibility for commission pay.

• Reasonable accommodations for individuals with disabilities.